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Fear and Procrastination: 11 Quotes That Push You Forward

Fri, 17 Apr 2026 01:27:14 GMT

The number one thing I see that kills more deals than anything else isn’t money, timing, or even opportunity. It’s fear. As a franchise consultant, I see it play out every single day. Someone gets close to making a decision. They like the brand, they understand the model, and they can clearly see the path forward. Then something shifts. Doubt creeps in. Questions start stacking up.

They begin to wonder if they can really do it, if they’re capable of running the business, or if they’re taking on more risk than they should.

From there, hesitation sets in. That hesitation slows momentum, and what started as a strong, forward-moving decision turns into delay. That delay eventually becomes procrastination. And more often than not, that procrastination leads to inaction. The deal never gets done.

What’s interesting is that fear rarely shows up as something obvious. It doesn’t announce itself. Instead, it disguises itself as logic. It sounds like someone wanting more time, more information, or more certainty. It shows up as overthinking or the desire to get everything just right before making a move.

One of the most common forms of this is perfectionism. People convince themselves they’re being careful or strategic, when in reality they’re avoiding taking action because they don’t want to get it wrong.

The truth is, there is no perfect time. There never has been, and there never will be.

Waiting for perfect conditions is one of the easiest ways to stay stuck without realizing it. That’s why, once you’ve made a decision that matters, it’s critical to keep moving. Not all at once, and not in a perfect way, but through small, consistent steps that build momentum. That’s what separates people who move forward from those who stay stuck in place.

This is also a core theme behind the Close The Deal Podcast. Even high performers, people who are successful in many areas of their lives, still struggle with procrastination. They still find ways to delay decisions or avoid uncomfortable actions. Sometimes the reasons sound legitimate, but more often they’re just well-disguised excuses rooted in fear.

The quotes below resonate because they cut through that noise. They don’t just sound good, they point directly at what’s really going on beneath the surface. Let them challenge the way you’re thinking about the thing you’ve been putting off. And when you’re ready to move, there’s a short guide on this page that walks you through simple steps to take immediate action and get started.

11 Quotes That Expose Fear (and Push You to Act)

“Procrastination is not a time management problem. It’s an emotion management problem.”
- Timothy Pychyl

2. “Do one thing every day that scares you.”
- Eleanor Roosevelt

3. “Inaction breeds doubt and fear. Action breeds confidence and courage.”
- Dale Carnegie

4.“Fear defeats more people than any other one thing in the world.”
- Ralph Waldo Emerson

5. “Action cures fear.”
- David J Schwartz

6. “Do the thing you fear, and the death of fear is certain.”
- Ralph Waldo Emerson

7. “Everything you’ve ever wanted is on the other side of fear.”
- George Addair

8. “Fear is only as deep as the mind allows.”
- Japanese proverb

9. “Courage is resistance to fear, mastery of fear—not absence of fear.”
- Mark Twain

10. “If you are not willing to risk the usual, you will have to settle for the ordinary.”

- Jim Rohn

11. “Do what you can, with what you have, where you are.”
- Theodore Roosevelt

Close The Deal With Yourself

If something came to mind while reading this, that’s probably the thing you’ve been putting off. Not everything, just one decision or action that’s been sitting there longer than it should.

You don’t need to solve the whole thing today. Just take the first step. That might be making a call, sending an email, or simply starting the process. Momentum doesn’t come from thinking about it, it comes from doing something, even if it’s small.

If you want help getting started, there’s a short guide on this page that breaks down simple steps to take immediate action. It’s designed to help you move past hesitation and actually begin.

Because at the end of the day, the goal isn’t to think about it.

The goal is to start.

FAQ (Fear, Procrastination, and Taking Action)

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Why Most Business Owners Have Broken Cash Flow - Tom Cox

Tue, 24 Mar 2026 15:36:25 GMT

Most business owners don’t have a revenue problem—they have a money problem. In this episode of the Close The Deal Podcast, Tom Cox breaks down why cash flow - not sales - is what actually determines whether your business survives or scales.

You don’t have a revenue problem—you have a money problem

Most entrepreneurs think more sales will fix everything. Tom Cox breaks that myth apart on the Close The Deal Podcast. In this conversation, we dig into why understanding money—not just making it—is the real game changer.

Listen to the Close The Deal Podcast:

What You Will Learn

Why most skilled operators struggle financially
How to actually track and understand your cash flow
What “cycling money” really means in business
Why traditional banking keeps entrepreneurs stuck
A different way to think about profit and capital

About the Guest

Tom Cox is a banking strategist and entrepreneur who helps business owners take control of their financial systems. With a background in athletics and business operations, he specializes in teaching the infinite banking concept - helping entrepreneurs better understand cash flow, build internal capital systems, and create long-term financial leverage.

Why Most Business Owners Have Broken Cash Flow

Most business owners don’t have a revenue problem.

They have a money problem .

And the frustrating part?

From the outside, everything can look like it’s working.

Revenue is coming in.

Customers are buying.

The business is moving.

But underneath it?

Cash is tight.

Decisions feel reactive.

And growth never quite turns into real wealth. That’s the gap most people never fix.

Being Great at What You Do Won’t Build a Business

Let’s start here—because this is where most people get stuck.

You can be exceptional at your craft.

Best contractor.
Best operator.

Best service provider in your market.

That’s what gets you started.

That’s what creates demand.

But it’s not what builds a business.

Because skill creates income…

But systems create sustainability .

And if your business depends on you doing everything, you don’t have a scalable company—you have a high-paying job.

The Real Problem: You Don’t Know Where Your Money Goes

This is the part most people avoid—but it’s where everything changes.

Not because it’s complicated.

But because it’s uncomfortable.

Here’s the truth:

Most business owners cannot clearly answer three questions:

Where is my money coming from?
Where is it going?
What’s actually left over?

Instead, you hear things like:

“I’m reinvesting back into the business.”

That sounds good.

But what does it actually mean?

Are you investing in growth?
Or just covering inefficiencies?
Are those dollars producing a return?
Or just disappearing?

If you don’t know, you’re not managing money—you’re reacting to it.

And reactive businesses never scale cleanly.

Margin Is the Game (Not Revenue)

Revenue gets the attention.

Margin determines the outcome.

You can be doing millions in sales…
…and still feel broke.

Because what matters is what’s left after everything is paid .

That’s your margin.

But here’s the part most people miss:

It’s not just about having margin

It’s about what you do with it

If your profit is sitting in a basic account doing nothing, you’re not building wealth.

You’re just holding money.

And money that isn’t moving?

Loses power.

You’re Not Using Money—You’re Letting It Use You

Most entrepreneurs operate inside a system they’ve never questioned.

Make money → deposit it → spend it → repeat

That’s not strategy.

That’s survival.

The businesses that actually grow—and the owners who build real wealth—do something different.

They learn how to control the movement of money .

Not just earn it.

Not just spend it.

But direct it.

The Shift: Learning to Cycle Money

This is where things change.

Instead of thinking:

“How do I make more money?”

The question becomes:

“How do I make the money I already have work harder?”

That’s the idea behind cycling money.

Money doesn’t just sit.

It flows.

It gets used.
Reused.
Redirected.

That’s exactly how banks operate.

And that’s why banking is one of the most powerful business models in the world.

So the real question is:

Why are you letting someone else control that system in your life?

Why Most Businesses Stay Stuck (Even When Revenue Grows)

More revenue doesn’t fix broken systems.

It exposes them.

This is where a lot of businesses hit a wall.

They grow…

But everything gets harder.

More complexity
More expenses
More pressure

Because nothing underneath was ever built to scale.

They focused on:

Sales
Activity
Momentum

But not:

Structure
Visibility
Control

And without those?

Growth turns into stress—not freedom.

Closing the Deal Isn’t What You Think

At some point, every business owner hits a limit.

Not in opportunity.

In capacity.

You can only do so much.

And if everything still runs through you…
You are the bottleneck.

That’s where real operators separate themselves. They stop trying to do everything.

And start building a team.

Not just people to help…

But people who are better than them at specific things.

That’s how you scale.

That’s how you create leverage.

That’s how you actually “close the deal.”

The Bottom Line

You don’t have a revenue problem.

You have a cash flow and control problem .

And until you understand:

Where your money goes
How it moves
And how to direct it

You’ll keep working harder than you need to.

The goal isn’t just to make money.

It’s to control it, multiply it, and keep it working .

Key Questions This Episode Answers

Why do business owners fail financially even when revenue is strong?
How can entrepreneurs better understand and manage their money?
What does it actually mean to “cycle money” in a business?
Why is traditional banking limiting business growth?
How can business owners build wealth instead of just income?

Best Quotes From This Episode

“Where your money resides matters

more than how much you make.”

“You don’t have a revenue problem -

you have a money problem.”

“You’ve got to learn how to cycle money,

not just earn it.”

Close The Deal Takeaway

If you want to grow your business, stop obsessing over revenue and start understanding your money. The entrepreneurs who win long-term aren’t just great at what they do—they’re disciplined about how money moves. That’s the difference, and that’s what we talk about every week on the Close The Deal Podcast.

Connect with Tom

https://www.thomascox.co/

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Stand Strong Fencing

ewell@closethedeal.com (ewell smith) — Wed, 18 Mar 2026 04:47:36 GMT

Stand Strong Fencing Franchise | Cost, Requirements & Territory Availability

If you've been researching franchise opportunities in the home services space, Stand Strong Fencing is likely showing up on your radar - and for good reason. This is one of the fastest-growing franchise brands in the country, ranked as a Top New and Emerging Franchise by Entrepreneur Magazine in 2025, and powered by HorsePower Brands, one of the most respected franchise development companies operating today.

This post breaks down everything you need to know - the investment, the model, the financials, and whether it might be the right fit for you.

What Is Stand Strong Fencing?

Stand Strong Fencing is a residential and commercial fencing franchise that serves homeowners, property managers, and businesses with a full range of fencing solutions. Services include wood, ornamental, vinyl, and chain link fencing, as well as railings, staining and sealing, and wind and privacy screens.

What makes the model compelling isn't just the service offering - it's the structure behind it. Stand Strong operates as a low-overhead, home-based business with no inventory requirements and no real estate needed in most markets. Franchise owners build and manage sales teams while HorsePower Brands handles the heavy lifting on marketing, technology, and operational infrastructure.

This is a business you run. Not a trade you perform.

Stand Strong Fencing - Wood Vinyl - Metal, Etc...:

The Stand Strong Fencing Business Model

Stand Strong Fencing is designed for the executive operator - someone with strong people skills, business acumen, and a desire to build something of their own. You don't need fencing experience. You need to be able to lead, manage KPIs, and build relationships in your local market.

Here's what makes the model work:

Proprietary Technology - Stand Strong uses a proprietary POS and CRM system built specifically for the fencing industry. This gives franchise owners a real advantage in quoting, closing, and managing projects efficiently.

National Call Center - Integrated directly into the CRM, the national call center handles inbound lead management so owners can focus on running the business rather than fielding every inquiry.

Consumer Financing - Stand Strong provides instant financing options through a digital platform, which significantly improves close rates on larger projects.

National Supplier Partnerships - Relationships with the top fencing distribution companies in the country give franchise owners access to better pricing and product availability than a solo operator could ever negotiate.

HorsePower Brands Support - As the eighth brand launched by HorsePower Brands, Stand Strong benefits from a world-class shared services infrastructure covering recruiting, marketing, finance, IT, and more.

Stand Strong Fencing Investment and Financial Requirements

One of the things that stands out about Stand Strong is the relatively accessible investment range compared to the revenue potential.

Investment Range: $160,181 - $241,071 Franchise Fee: $59,500 Territory Size: 200,000 population Liquidity Required: $75,000 Minimum Net Worth: $300,000

Royalty Structure - Tiered:

Up to $1M in revenue: 6%
$1M - $3M: 5%
$3M - $5M: 4%
$5M - $7M: 3%
Over $7M: 2%

The tiered royalty is a standout detail. Most franchise systems charge a flat royalty regardless of revenue. Stand Strong rewards growth - the more you build, the less you pay as a percentage. That structure is genuinely franchise-owner friendly.

2025 Incentive: Prepaid royalty of $30,000 for the initial 12 months - a meaningful offset in the early stages of the business.

Stand Strong Fencing Performance Numbers

This is where the conversation gets interesting.

The top performing Stand Strong location generated $1,409,133 in total sales . The total system average is $965,538 . The average close ratio across the system is 36.7% , and the average ticket size is $4,788 .

The fencing industry itself is a $9.15 billion industry - fragmented, highly local, and underserved by professional franchise operators. That's the opportunity Stand Strong is positioned to capture.

To put the numbers in perspective: with an average ticket of $4,788 and a 36.7% close ratio, you can model out what it takes to hit your revenue targets based on your local lead volume. The math is transparent and the data is there to work with.

Who Is the Ideal Stand Strong Fencing Franchise Owner?

Stand Strong is not looking for fencing contractors. They're looking for business builders. The ideal candidate profile according to the franchisor:

Driven to build with a long-term view
Optimistic and accountable for results
Executive skillset - capable of managing people and KPIs
Desire to impact their community and build a local presence
No industry experience required

If you've spent your career in sales, operations, management, or business development, this model is built for you.

What I Learned Visiting Headquarters Twice

I've visited Stand Strong Fencing headquarters twice in Omaha and met directly with Tony Hulbert, the CEO of the brand. The support infrastructure is real - not a promise on a brochure. The technology, the call center integration, the supplier relationships - these are operational advantages that give franchise owners a legitimate edge over independent competitors in their market.

I also had the chance to sit down with Tony for an interview on the Close The Deal Podcast. If you want to hear directly from the CEO on what makes this model work and what they look for in a franchise owner, it's worth 30 minutes of your time.

The fencing industry is fragmented. Most local fencing companies are owner-operators with no systems, no branding, and no scale. A Stand Strong franchise walks into that market with a professional operation, proprietary technology, and national buying power. That's a significant competitive advantage from day one.

The tiered royalty structure also tells you something about how HorsePower Brands thinks about franchisee success. They designed the economics to get better for the owner as revenue grows. That alignment matters.

Is Stand Strong Fencing Available in Your Market?

Stand Strong has awarded over 200 territories and opened 190 franchise units, with 110 units awarded in just the last 12 months. Growth is accelerating.

That means territories are being claimed quickly. If you've been evaluating this brand, now is the time to check availability in your market.

Frequently Asked Questions

Ready to Explore Stand Strong Fencing?

If the model resonates and you want to find out whether your territory is still available, let's have a conversation. No pressure, no pitch - just a straightforward look at whether this fits your goals, your market, and your financial profile.

Close The Deal on Your First Franchise or the Next One

We represent over 570 franchise brands across 300 industries, giving us the ability to find the perfect match for you. Contact us.

The Sales Mistake Killing Deals: Not Picking Up the Phone - Scotty Baudoin

Mon, 16 Mar 2026 12:45:00 GMT

In this episode, Scotty Baudoin explains why avoiding phone calls is one of the most damaging habits in modern sales. By implementing a simple strategy - leaving a voicemail followed by a text—sales professionals can achieve response rates as high as 66%. Making just three calls per day can create hundreds of relationship touchpoints each year, leading to referrals, stronger connections, and measurable revenue growth.

The Forgotten Sales Habit That Drives 15–30% Growth

Listen to the Close The Deal Podcast:

What You Will Learn

Why avoiding phone calls is costing many sales professionals real revenue
The voicemail + text strategy that generates a 66% response rate
How three daily calls can strengthen hundreds of relationships annually
Why sales conversations should start with connection, not pitching
The simple pivot that turns conversations into referrals or sales

About the Guest

Scotty Baudoin works with Outgrow , helping companies install a sales culture built around consistent communication with customers and prospects. After running and exiting an engineering firm, Scotty discovered the power of proactive outreach and relationship-based selling. Today he helps organizations grow revenue by 15–30% simply by teaching teams to reconnect with customers and prospects through direct conversations.

The Forgotten Sales Habit That Drives 15–30% Growth

Sales has changed dramatically over the past decade.

Automation.
Email campaigns.
LinkedIn messaging.
AI outreach tools.

But somewhere along the way, many sales professionals abandoned the most powerful tool they ever had: the phone.

In a recent conversation with Scotty Baudoin, we unpacked a simple idea that can transform sales results - pick up the phone.

It sounds obvious. But obvious doesn’t mean easy.

Why Salespeople Avoid the Phone

For many people in sales, the phone feels heavy.

There’s fear of rejection.
Fear of bothering someone.
Fear of hearing “no.”

Scotty describes it perfectly. The phone can feel like it weighs 500 pounds.

So instead, salespeople hide behind email or text messages. They convince themselves that digital communication is more efficient.

But efficiency doesn’t always create connection.

Relationships Still Drive Sales

The truth is simple.

You rarely build a real relationship through email.
Email is great for information.
Text is great for logistics.

But relationships are built through conversation.

Tone.
Inflection.
Laughter.
Curiosity.

Those human elements are where trust forms. And trust is where deals come from. That’s why picking up the phone still works so well.

A Simple Strategy That Gets Calls Returned

One of the most practical strategies Scotty teaches is surprisingly simple.

Step one: leave a voicemail.

Step two: follow it with a text message.

The voicemail might sound something like this: “Hey, this is Scotty. It’s been a while. Just wanted to reconnect. How’s tomorrow at 10?”

Then immediately follow it with a text: “Hey, just left you a voicemail. How’s tomorrow at 10 to catch up?”

That combination dramatically increases response rates.

According to the data Scotty shared, two out of three calls get returned when this method is used with warm contacts. That’s a 66% response rate.

The Power of Three Calls Per Day

Most people assume they need to make dozens of calls every day.

Not true.

Scotty suggests something much simpler.

Make three calls per day.

That’s it.

Three calls a day equals fifteen calls per week. Over the course of a year, that adds up to 750 conversations or touchpoints .

Think about what happens when you stay connected with 750 people every year.

Opportunities start to appear.

Referrals start to happen.

Relationships deepen.

And revenue follows.

What To Do When Someone Answers

Many people worry about what to say when someone actually answers the phone.

The answer is simple. Start with connection.

Ask what they’ve been working on.
Ask how business is going.
Ask what’s new.

Then at some point, pivot.

You can ask for a referral.
You can ask about a problem you might help solve.
Or you can simply ask if there’s an opportunity to work together.

The key is not being afraid to ask.

The Referral Multiplier

One of the biggest missed opportunities in sales is the referral. Most people assume referrals have to be awkward or pushy.

They don’t.

A simple question works: “Who do you know that might benefit from this?”

When you’ve built trust, most people are happy to help. And referrals often convert faster than cold leads.

Why This Is a Competitive Advantage

Here’s the interesting part.

Very few people actually make these calls anymore.

Most sales professionals rely on automation and messaging.

So if you’re the one picking up the phone, you instantly stand out.

You’re memorable.

You’re human.

And in a world of automated outreach, that’s a massive advantage.

Making the Phone Feel Lighter

The real shift here isn’t tactical. It’s mental.

When the goal of the call becomes connection instead of pressure, the phone gets lighter.

Instead of thinking:

“I need to sell something.”

Think:

“I’m reconnecting with someone.”

That mindset shift changes everything.

Because at the end of the day, sales isn’t about pushing products.

It’s about helping people.

And helping starts with a conversation.

Episode Summary

In this episode, Scotty Baudoin explains why avoiding phone calls is one of the most damaging habits in modern sales. By implementing a simple strategy—leaving a voicemail followed by a text—sales professionals can achieve response rates as high as 66%. Making just three calls per day can create hundreds of relationship touchpoints each year, leading to referrals, stronger connections, and measurable revenue growth.

Key Questions This Episode Answers

Why do salespeople avoid picking up the phone?
How can phone calls dramatically increase response rates?
What is the voicemail and text strategy for reconnecting with prospects?
How many calls per day does a salesperson really need to make?
How do conversations naturally lead to referrals and sales?

Top Scotty Baudoin Mindset Quotes:

“The most dangerous mistake salespeople are making today is not picking up the phone.”

“That phone can weigh 500 pounds… or it can feel like a feather.”

“Everybody knows the sale happens on the phone, but nobody does it.”

Frequently Asked Questions

Close The Deal Takeaway

The easiest way to grow sales might be the simplest one: reconnect with people. When you pick up the phone and focus on genuine conversations, opportunities naturally follow. That’s the mindset behind every episode of the Close The Deal Podcast - helping entrepreneurs build stronger relationships and close better deals.

Connect with Scotty

Call (337)-288-9261

https://runoutgrow.com/advisor/scotty-baudoin/

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How to Escape the Commodity Trap by Positioning Your Business as Luxury - Kathryn Porritt

Sun, 15 Mar 2026 13:31:27 GMT

In this episode of the Close The Deal Podcast, Kathryn Porritt explains why the middle market is becoming harder for businesses to compete in and why many companies must either move downmarket or reposition themselves as premium brands. She discusses how luxury positioning works, why innovation and uniqueness drive premium pricing, and how entrepreneurs can identify what they do best in the world and build a brand around it.

Why competing on price is destroying your margins

Listen to the Close The Deal Podcast:

What You Will Learn

Why the middle market is collapsing for many industries
The difference between commodity businesses and luxury positioned brands
How innovation and positioning create premium pricing power
Why lowering prices is often the most dangerous move in uncertain markets

About the Guest

Kathryn Porritt is the founder of Iconic Empire and a luxury brand strategist who helps entrepreneurs reposition their products, services, and personal brands into luxury market offerings. She previously built one of the largest lifestyle companies in Australia before transitioning into advising entrepreneurs across North America and Europe.

The Commodity Trap Most Businesses Fall Into

When markets tighten, many business owners react the same way: they lower prices.

It feels logical. Competition increases, demand softens, and suddenly everyone is racing to the bottom. But according to luxury brand strategist Kathryn Porritt, that strategy may actually be the most dangerous move a business can make.

The middle market — where most companies operate — has become increasingly difficult to compete in. Businesses are squeezed between low-cost competitors on one side and premium brands on the other.

And the reality is simple.

You either move down… or you move up.

The Middle Market Is Getting Squeezed

For decades, many companies built their businesses by serving the middle of the market. Good product. Fair price. Solid service.

But that model is under pressure today.

Low-cost operators and global marketplaces have driven prices down. At the same time, premium brands are commanding stronger loyalty and higher margins.

The result?

The middle ground is disappearing.

Businesses that once thrived in that space now find themselves competing on price — often without realizing they’ve become commodities.

How Luxury Brands Actually Grow

Most entrepreneurs believe successful brands grow from the bottom up.

You start small. Build an audience. Increase demand. Then scale.

That’s how many large companies operate.

But luxury brands follow a completely different strategy.

They start at the top.

Instead of building scale first, they establish authority, exclusivity, and innovation at the highest level of the market. Only later do they expand into broader products and services.

Think about the fashion industry.

High-end designers begin by creating exclusive pieces for elite clients. Over time, that brand equity allows them to expand into ready-to-wear products, fragrances, and accessories.

Scale happens — but it happens downward.

Luxury Is About Innovation, Not Price

One of the biggest misconceptions about luxury is that it simply means charging more.

That’s not what drives premium demand.

Luxury customers aren’t paying for price.

They’re paying for innovation, rarity, creativity, and mastery.

They want the most advanced, the most original, or the most refined version of something.

And that applies across industries — not just fashion or luxury goods.

Even a commodity industry like seafood can transform through innovation.

The Shrimp Story That Proves the Point

During the conversation, Ewell Smith shared a powerful example from the Gulf Coast shrimp industry.

Shrimp is traditionally treated as a commodity product.

Most fishermen sell their catch for whatever the market price happens to be.

But one shrimper took a completely different approach.

Instead of competing on price, he innovated. He flash-froze shrimp immediately after catching them, preserving flavor and quality at the highest possible level.

Then he positioned the product differently.

He sold directly to top chefs and premium retailers.

Instead of selling shrimp for under a dollar per pound like the rest of the industry, his product commanded premium prices.

Same product category.

Completely different positioning.

Finding Your True Competitive Advantage

The first step toward premium positioning isn’t pricing.

It’s clarity.

Businesses must identify what they do better than anyone else in their market.

Not just what they offer. But where they are truly exceptional.

This often takes deep analysis, reflection, and research.

Once that unique advantage is clear, the next step becomes much easier: positioning that mastery to the right audience.

Selling the Vision Instead of the Pain

Traditional sales strategies often focus on pain points.

Find the problem. Agitate the problem. Sell the solution.

Luxury markets operate differently.

Yes, the need must exist. But the real driver of premium decisions is vision.

Customers invest because they see a future possibility they hadn’t previously imagined.

The role of the seller becomes helping them see that vision clearly.

When that happens, pricing becomes far less important.

The Strategic Shift Many Businesses Need

For entrepreneurs who feel trapped in price competition, the idea of moving upmarket can feel risky.

But in many cases, it’s the only path to sustainable margins.

Luxury positioning doesn’t require abandoning your expertise.

It requires redefining how the market sees it.

Because somewhere in every industry — even commodity industries — there is always a premium segment waiting for someone to lead it.

Episode Summary

In this episode of the Close The Deal Podcast, Kathryn Porritt explains why the middle market is becoming harder for businesses to compete in and why many companies must either move downmarket or reposition themselves as premium brands. She discusses how luxury positioning works, why innovation and uniqueness drive premium pricing, and how entrepreneurs can identify what they do best in the world and build a brand around it.

Key Questions This Episode Answers

How can entrepreneurs reposition their product or service as a luxury offering?
Why is the middle market becoming increasingly difficult to compete in?
What makes a luxury brand different from a premium priced product?
How do businesses escape commodity markets and improve margins?
What role does innovation play in luxury brand positioning?

Top Kathryn Porritt Mindset Quotes:

“The middle market has collapsed.”

“Luxury brands descend into scale.”

“You must be exceptional at what you do.”

“Innovation drives premium pricing.”

“Pricing becomes irrelevant when vision is clear.”

Frequently Asked Questions

Close The Deal Takeaway

Competing on price is rarely a winning strategy. Businesses that identify their true expertise and position it correctly can escape commodity markets and build stronger margins and better customer relationships. For more insights like this, keep learning from the Close The Deal Podcast .

Connect with Kathryn

https://www.kathrynporritt.com/

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The LinkedIn Outreach Strategy That Actually Starts Real Conversations - Jack Hayes

Sun, 15 Mar 2026 03:30:43 GMT

Most people treat LinkedIn like a cold email machine. That’s why their outreach gets ignored. In this episode of the Close The Deal Podcast, Jack Hayes shares a completely dif ferent approach—one that starts with curiosity, feedback, and real conversations instead of a pitch.

Most LinkedIn outreach fails. Here’s why this one works.

Listen to the Close The Deal Podcast:

What You Will Learn

Why traditional LinkedIn outreach fails
The psychology behind asking for feedback instead of pitching
How to structure LinkedIn messages that get responses
Why Gen Z entrepreneurs are blending old-school sales with modern tools
How automation and AI can support better prospecting

About the Guest

Jack Hayes is the founder of Profit Jack Enterprises, a B2B growth partner helping companies generate leads through LinkedIn, cold email, and tech-driven outreach systems.

Jack specializes in helping consultants, founders, and private equity professionals scale their client acquisition using modern AI growth systems combined with relationship-based outreach. Known for his unique LinkedIn feedback strategy, Jack focuses on helping businesses create genuine conversations that lead to real opportunities.

Why Most LinkedIn Outreach Fails

LinkedIn has become one of the most powerful platforms for B2B sales.

But there’s a problem.

Most people use it the wrong way.

If you’ve ever opened your LinkedIn inbox, you know exactly what this looks like. Someone connects with you… and five seconds later you get a pitch.

“Hi, great to connect. Here’s what I do…”

It’s predictable. It’s impersonal. And it rarely works.

That’s why Gen Z entrepreneur Jack Hayes built a completely different approach.

Instead of pitching prospects, he starts conversations.

And it starts with one simple shift.

Ask for feedback.

The Psychology Behind Asking for Feedback

Most sales outreach focuses on positioning the sender as the expert.

But Jack flips that approach.

Instead of trying to prove expertise immediately, he activates the expertise of the person he’s reaching out to.

When you message someone and ask for their feedback, several things happen instantly:

First, the conversation becomes collaborative.

Second, you respect the experience of the person you're reaching out to.

Third, you remove the defensive barrier people naturally build when they expect a sales pitch.

This small shift changes the entire dynamic of the conversation.

Instead of feeling sold to, the other person feels valued.

And that dramatically increases the likelihood they respond.

Why LinkedIn Is Built for This Strategy

LinkedIn isn’t like other social platforms. The platform itself is built around connections .

Not followers.

Connections.

That small detail reveals the real intent behind LinkedIn: professional conversations.

Yet most outreach strategies treat LinkedIn like an automated cold email machine.

Mass messages.

Generic pitches.

Volume over value.

Jack’s approach brings the platform back to what it was originally designed for: professional dialogue.

The Simple Outreach Framework

The strategy itself is surprisingly simple.

Step one is sending a connection request.

But instead of immediately pitching, the first message focuses on context.

You briefly explain:

• The problem you solve
• Who you help
• A quick example or proof

Then comes the key element.

You ask for feedback.

Not a sales call.

Not a meeting.

Feedback.

For experienced founders and executives, this immediately triggers curiosity. Their expertise is being acknowledged.

And that makes them far more likely to engage.

Automation Without Losing the Human Touch

Automation tools have become common in LinkedIn prospecting.

But many companies misuse them.

Instead of helping conversations happen faster, automation becomes a spam machine.

Jack’s rule is simple:

Automation should only support human conversations.

That means limiting follow-ups, avoiding aggressive message sequences, and always making sure messages feel like they came from a real person.

When automation respects the relationship instead of replacing it, it becomes a powerful growth tool.

The Real Meaning of Closing the Deal

When asked what “closing the deal” means, Jack gives a refreshingly direct answer.

Cash collected.

Not promises.

Not contracts.

Not performance projections.

Cash collected.

It’s a simple reminder that sales ultimately comes down to results. Conversations, relationships, and outreach strategies all matter—but at the end of the day, businesses run on revenue.

The Lesson for Entrepreneurs

The biggest insight from this conversation is simple.

People don’t want to be pitched.

But they’re always open to a conversation.

When you approach outreach with curiosity instead of persuasion, something interesting happens.

People respond.

Conversations start.

Opportunities open.

And sometimes, that single conversation leads to the deal.

Episode Summary

In this episode, Jack Hayes shares a modern approach to LinkedIn outreach built around asking for feedback instead of delivering sales pitches. By activating the prospect’s expertise and focusing on conversation rather than persuasion, founders can dramatically increase response rates and build stronger B2B relationships.

Key Questions This Episode Answers

Why do most LinkedIn outreach messages fail?
How can entrepreneurs generate B2B leads without sounding like a salesperson?
What is the feedback-driven outreach strategy on LinkedIn?
How should founders use automation without damaging their reputation?
What role does Gen Z play in reshaping modern sales strategies?

Top 3 Jack Hayes Mindset Quotes:

“Instead of pitching someone, ask for their feedback.”

“LinkedIn is built on connection, but most outreach removes the connection.”

“Closing the deal means cash collected.”

Frequently Asked Questions

Close The Deal Takeaway

The biggest lesson from this conversation is simple.

People respond to curiosity.

Not pitches.

When you ask for feedback, you invite someone into a conversation instead of pushing them into a sales process.

That one shift can open doors, build relationships, and ultimately lead to more deals.

And that’s exactly the kind of practical insight we aim to share on the Close The Deal Podcast .

Connect with Jack

https://profitjackenterprises.com/

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The 1999 Super Bowl Ad That Predicted Why Gen X Is Leaving Corporate

Wed, 04 Mar 2026 15:19:01 GMT

A Commercial That Aged Into a Warning

In 1999, Monster ran one of the most memorable Super Bowl ads of all time. At the time it was positioned as a message about finding a better job.

Looking back today, it feels like something else entirely.

It feels like a warning.

Kids sitting in corporate offices saying:

“When I grow up, I want to file all day.”

“I want to claw my way up to middle management.”

“I want to be replaced on a whim.”

“I want to be under-appreciated.”

“I want to be paid less for doing the same job.”

Back then the message was simple. There must be a better job out there.

Today the message lands differently.

Gen X Has Lived the Script

For Gen X professionals, roughly ages 45 to 59 today, that commercial hits close to home.

We’ve lived the script.

Downsizings.
Capped raises.
Watching loyalty become a one way street.

Every week I hear the same thing from experienced professionals exploring their next move.

“I want to be my own boss.”
“I’m tired of building someone else’s business.”
“It’s my time.”
“I want control of my time.”

This generation is not necessarily looking for another job.

They’re looking for control with a roadmap.

Why More Professionals Are Exploring Ownership

Millennials pushing into their 40s are not far behind.

Many have already done the full corporate lap. They chased culture, flexibility, and opportunity only to discover the same structural limits.

They don’t want chaos.

They want leverage.

That’s why more professionals today are exploring structured paths to ownership, including franchising.

Franchising provides something many professionals want at this stage of their careers.

A proven model.
Support and systems.
The ability to build equity instead of just collecting a paycheck.

The Question Many Professionals Are Asking

So here’s the real question.

Instead of investing decades climbing a ladder that may end with the same frustrations shown in that 1999 commercial…

What if you invested your time, energy, and capital into building something you actually own?

This is not about escaping work.

It’s about reclaiming agency.

The old ad sold mobility.

Ownership creates control.

The question is not whether you want a better job.

The question is whether you still want one at all.

Exploring the Next Chapter

If you’ve done the corporate lap and are rethinking what the next chapter of your career looks like, you’re not alone.

Many experienced professionals are exploring franchising and business ownership as a path to greater control over their time, income, and future.

To learn more about how we help professionals explore that transition, set up a strategy call with me.

Make today a great day.

Ewell Smith

Host, Close The Deal Podcast
Author, Your First Franchise Roadmap

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SMB Meaning: What It Really Means (And Why It Changes How You Sell)

Sun, 22 Feb 2026 20:36:07 GMT

SMB stands for small and medium business. That's the clean answer, the one that shows up in textbooks and org charts.

It's also incomplete.

The definition tells you the size of the company. It doesn't tell you anything about what it's actually like to operate inside one, or to sell into one. And if you're in sales, those two things are everything.

What SMB Actually Stands For

SMB means small and medium business: companies that fall below enterprise scale, typically measured by headcount, revenue, or both. The U.S. Small Business Administration defines small businesses as those with fewer than 500 employees, though industry-specific thresholds vary. Medium businesses generally sit between 100 and 999 employees depending on the framework you're using.

You'll also see SME used interchangeably. SME stands for small and medium enterprise . Same concept, different acronym, more common outside the U.S.

SMBs make up the overwhelming majority of businesses in the U.S., over 99% by count, and they employ nearly half the private-sector workforce. The category is enormous. Which is part of why the label can mislead you.

Why the Definition Doesn't Tell the Whole Story

Two companies can both be SMBs and have almost nothing in common.

One runs lean, with documented systems, steady margins, and a leadership team that has been through a few cycles. The other is in its third year, running on momentum and a line of credit, making major decisions in the owner's kitchen. Same category. Completely different reality.

What SMBs actually share isn't size. It's proximity. Everything is closer. Decisions happen faster and with less process. Cash flow is felt, not just tracked. When something works, everyone notices. When something breaks, there's no department to absorb the damage.

That closeness changes how the business operates at every level.

How SMBs Actually Make Decisions

In an enterprise, a purchasing decision moves through procurement, legal, finance, and IT before it's signed. In an SMB, you're often talking to the person who will use the product, approve the budget, and feel the consequences. All in the same conversation.

That means decisions can happen fast. It also means they can stall for completely personal reasons that never show up in your CRM notes. An SMB owner who had a bad experience with a vendor two years ago doesn't need a committee to decide they're skeptical. They just are.

The people running SMBs are also playing a longer game than they let on. Growth is appealing. Stability is often the real objective, especially after someone has been burned. Payroll isn't abstract. Reputation is personal. When you understand that, you start to see why trust moves faster than polish in these conversations.

What Most People Get Wrong About Selling to SMBs

The most common mistake is treating SMBs like smaller versions of enterprise accounts.

Enterprise sales playbooks assume layers: champions, economic buyers, technical reviewers, procurement cycles. SMB sales often compress all of that into one or two people. Running the same multi-threaded approach on a 20-person company doesn't build consensus. It creates noise and signals that you don't understand their world.

A few things that actually move the needle in SMB sales:

Value has to be immediate and visible. SMB owners don't have the runway to wait six months for ROI. If they can't see how this helps them this quarter, the conversation stalls.

Long sales cycles usually mean uncertainty, not strategy. When an SMB goes quiet, it's rarely because they're running a careful evaluation. It's usually because something changed internally, or the pain isn't urgent enough yet.

Closing is less about pressure and more about confidence. The buyer needs to believe this won't blow up on them. Reduce perceived risk and you reduce hesitation.

SMB Sales as a Career Path

SMB sales gets underrated as a career track. It's high-volume, high-velocity, and it builds instincts faster than almost any other environment.

You're running more deals, having more conversations, and hitting more varied objections than someone in enterprise who might work one account for a year. The reps who excel in SMB develop pattern recognition quickly. They learn to qualify fast, read a room without structure, and close without a committee.

It's also one of the most direct paths to understanding what business ownership actually looks like. You spend your days talking to people who built something and are trying to protect it. That exposure is worth more than most MBA programs if you're paying attention.

SMB, Ownership, and What the Label Misses

For many people, SMBs aren't just where they work. They're what they're building toward. Buying a business, launching one, stepping into a franchise: these paths all live inside the SMB category.

The label SMB is technically accurate for all of them. What it doesn't capture is the weight of them. The owner who started with nothing and is now running a 12-person operation. The couple who bought a regional business and are figuring out the next chapter. The sales leader who got tired of building someone else's pipeline.

Those are all SMBs. None of them feel like a label.

The Bottom Line on SMB Meaning

SMB stands for small and medium business. The acronym is simple. The reality behind it isn't.

What actually defines the SMB experience is proximity: to decisions, to consequences, to customers, to cash. When things go right, everyone feels it. When things go wrong, there's nowhere to hide.

Understand that and you'll approach SMB sales differently. Not as a scaled-down version of something larger, but as its own environment with its own rules, one that rewards clarity, speed, and the kind of trust you actually have to earn.

Frequently Asked Questions About SMB

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How to Create a Google Survey That Helps You Close More Deals

Sun, 22 Feb 2026 01:02:39 GMT

Most people build a Google survey to collect feedback. That's fine — but if you're in sales or marketing, a survey can do a lot more than gather opinions. The right survey reveals buying intent, surfaces objections before they kill a deal, and gives you the exact language your customers use to describe their own problems.

This guide covers how to build one in Google Forms from scratch — plus the strategy that turns survey data into revenue. Whether you've been searching for how to create a survey in Google or how to build a survey in Google Docs, you're in the right place.

First: Google Forms vs. Google Docs — What's the Difference?

A lot of people search for how to create a survey on Google Docs or how to build a survey in Google Docs. Here's the clarification: you can't build a functional, response-collecting survey inside Google Docs. Docs is a word processor. Surveys live in Google Forms.

Here's how the two tools work together effectively:

• Use Google Docs to draft and refine your questions with your team before going live.

• Use Google Forms to build, publish, and collect responses from the actual survey.\

A smart workflow: wordsmith your questions in Docs first, collaborate with teammates on the wording, then port the final version into Forms. This prevents the messiness of editing a live survey.

How to Create a Google Survey: Step-by-Step

Step 1: Open Google Forms

Go to forms.google.com , or open Google Drive and click New → Google Forms. Start from a blank form - templates are too generic for sales use cases and will slow you down.

Step 2: Name Your Survey Strategically

Your title is the first thing respondents see. Vague names kill completion rates. Compare:

• "Customer Feedback Form" - forgettable, easy to ignore.

• "Quick 3-Minute Survey: Help Us Understand Your Experience" — specific, low-commitment, action-oriented.

Specificity signals that you respect their time. That framing alone boosts completion rates.

Step 3: Add the Right Questions

Click the + icon on the right side to add questions. Google Forms supports multiple choice, short answer, paragraph, dropdown, linear scale, and checkboxes. For sales surveys, the rule is simple: 3 to 7 questions maximum. Every question you add beyond that drops your completion rate. Choose only what you'll actually act on.

Step 4: Adjust Your Settings

Click the gear icon. Key decisions to make:

• Collect email addresses if you want follow-up ability — but this reduces anonymity and can suppress honest answers.

• Limit to one response per person to prevent data skew.

• Go anonymous if you want unfiltered feedback — you'll often get more truth.

Know your goal before you configure. A post-purchase satisfaction survey and a prospect research survey have different needs.

Step 5: Share It

Hit Send. You can email it directly, copy a shareable link, embed it on your site as HTML, or generate a QR code. For post-purchase surveys, a link in your order confirmation email works best. For prospect research, consider embedding it on a relevant landing page.

The Strategy: 7 Questions That Actually Move Deals

Here's where most survey guides stop short. They tell you how to build the form but not what to ask. If your goal is revenue, your questions need to uncover why people buy, why they hesitate, and what language they use to describe their own problem because that language belongs in your ads, your landing pages, and your sales scripts.

These seven questions do exactly that:

1. What problem were you trying to solve before working with us?

Reveals how they describe the pain to a friend. Use this language in your top-of-funnel copy and ad headlines.

2. What nearly stopped you from moving forward?

Surfaces your most common objections so your team can address them earlier in the sales cycle.

3. What alternatives did you consider?

Tells you who you're really competing against — often not the competitors you think.

4. What ultimately convinced you to choose us?

Your actual competitive advantage — often different from the one marketing thinks you have.

5. What result mattered most to you?

Strips away features and gets to the outcome they were buying. Gold for homepage messaging.

6. What surprised you about working with us?

Reveals benefits your team is delivering but not actively promoting.

7. Would you recommend us, and if so, how would you describe us to someone else?

Gives you testimonial language in the customer's own words — ready for your website.

The answers to these questions become sales script improvements, landing page copy, objection-handling language, ad messaging, and testimonial hooks. This is where a free survey form becomes a real revenue asset.

Turning Survey Data Into Closed Deals

Collecting responses is the easy part. Here is how to operationalize what you learn:

• If 30% or more of respondents cite the same objection — say, pricing clarity — your sales team needs a better value framing script, and your pricing page probably needs a rewrite.

• If customers keep mentioning a benefit you're not advertising, test it as a headline. Customer-articulated benefits consistently outperform internally-invented ones.

• If the same competitor keeps appearing in the alternatives question, build a direct comparison page targeting that specific competitor.

Export your responses to Google Sheets — it's built in with Forms — and review them monthly. Look for patterns, not individual data points. That's where the signal is.

Google Forms vs. Typeform vs. SurveyMonkey

For most small to mid-size teams, Google Forms is the right starting point. Here's how the options compare:

• Google Forms : Free , simple, seamless Google Workspace integration. Not the most polished design, but it works reliably. Best for teams already in the Google ecosystem.

• Typeform : More visual, conversational format that feels less like a survey and more like a conversation. Higher perceived quality. Paid plans required for most useful features — worth the upgrade if design matters to your brand.

• SurveyMonkey : Enterprise-grade analytics and branching logic. Overkill for most sales teams, but valuable if you're running large-scale NPS programs with a dedicated analytics function.

Start with Forms. If you hit its limits, upgrade to Typeform. Save SurveyMonkey for when you have a team that can actually use its features.

5 Mistakes That Kill Survey Response Rates

1. Too many questions.

Surveys with 10+ questions see significantly lower completion. If you can't cut it to 7 or fewer, run two separate surveys targeting different segments.

2. Vague questions that produce useless data.

How was your experience? generates noise. What nearly stopped you from moving forward? generates insight.

3. Leading the respondent.

Questions like How much did you enjoy working with us? prime positive responses. Ask neutrally and let the answers surprise you.

4. No follow-up plan.

If someone says they almost didn't buy because of a specific concern, that's a sales call waiting to happen. Have a process for acting on responses, not just reading them.

5. Collecting data and doing nothing with it.

This is the most common mistake. A survey you don't act on is vanity data. Schedule a monthly 30-minute review to find the patterns and translate them into specific actions.

FAQ

The Bottom Line

Learning how to create a Google survey takes about 10 minutes. Building one that improves your close rate takes a little more thought - but not much more effort. The difference is asking the right questions and actually using the answers.

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How to Build Product Demand Before Your Business Fails - Saul Marquez

Fri, 13 Feb 2026 00:02:20 GMT

Saul Marquez on strategy, positioning, and sustainable growth

his article helps founders and franchise candidates understand how to create real product demand using a strategic framework instead of random marketing tactics

What You’ll Learn

• Why lack of product demand is the leading cause of business failure
• How to structure owned, earned, and paid marketing correctly
• The 3D framework for building a scalable demand engine
• Why authority and visibility matter more than ever in an AI search world
• How to think long term while executing short term

Saul Marquez, CEO of Outcomes Rocket, joins Ewell Smith to unpack the real reason half of all businesses fail within five years and what founders must do to avoid becoming another statistic. Saul built his career in healthcare sales and marketing, eventually rising to executive leadership before launching his own firm. Today, he helps health technology and medical device companies create sustainable product demand through strategy-driven marketing.

Saul Marquez's Top 9 Close The Deal Mindset Success Quotes:

On Business Failure

"Fifty percent of businesses fail within five years, and the number one reason is lack of product demand."

"In ten years, ninety seven percent fail. That should get your attention."

"You trust a CPA with your books, but you let anyone handle your marketing."

On Strategy

"Tactics are the noise you hear before the war is lost."

"You have to understand your position before you pick up the tools."

"When you take time to plan, your resources go further."

On Demand and Visibility

"Known is better than better."

"Authority today is built across other people's stages."

"Paid works best when it accelerates what already converts."

Connect with Saul Marquez

Victor's Linkedin

https://www.outcomesrocket.com/

Close The Deal Podcast Player:

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Close The Deal Podcast With Saul Marques

CEO - Outcomes Rocket

The Real Reason Businesses Fail

Marketing Is Not a Side Task

Saul opens with a statistic that stops most founders in their tracks. Fifty percent of businesses fail within five years. By year ten, that number climbs dramatically. The leading cause is not operations, not staffing, and not product flaws. It is lack of product demand.

Too many owners treat marketing as an afterthought. They hire whoever is available. They experiment without strategy. They assume visibility will happen naturally.

Saul frames it plainly. You trust a CPA to manage your books. You trust an attorney to represent you in court. Yet many businesses allow anyone to manage their marketing.

The result is predictable. Noise instead of traction.

Strategy Before Tactics

Borrowing from Sun Tzu’s The Art of War, Saul reminds listeners that tactics without strategy lead to defeat. Most founders rush toward tools. They debate ad platforms. They obsess over funnels. They buy software.

Very few step back to assess position.

Who are your competitors?
What do your buyers actually value?
Where are you differentiated?
What resources do you realistically have?

Without clarity at the strategic level, tactics become expensive distractions. The discipline to slow down and plan is often the difference between growth and stagnation.

Owned, Earned, and Paid

Saul simplifies marketing into three buckets: owned, earned, and paid.

Owned marketing includes assets you control. Your website. Your email list. Your newsletter. Your podcast. Your content library.

Earned marketing includes third party validation. Podcasts. Speaking engagements. Op-eds. Media coverage. User generated content. Reviews. Online conversations about your brand.

Paid marketing accelerates what is already working.

Most businesses reverse the order. They jump directly to paid ads without a proven funnel or established authority. They attempt to buy attention before they have built credibility.

In an era shaped by AI-driven search and content aggregation, earned authority matters more than ever. Conversations on podcasts, mentions in publications, reviews, and online discussions all feed the systems that now determine visibility.

Being better is no longer enough. Being known matters.

The 3D Framework

At Outcomes Rocket, Saul uses what he calls the 3D approach: Discover, Define, Deliver.

Discover

This is the research phase. Competitor analysis. Persona development. Pain point documentation. Positioning clarity.

Most businesses assume they understand their customer. Few have documented it clearly.

Discover forces discipline. It moves assumptions onto paper and tests them.

It also creates alignment. Sales, marketing, and leadership must operate from the same narrative. Inconsistent messaging fractures demand.

Define

Once clarity exists, goals must be set. What does success look like? Revenue targets. Pipeline targets. Conversion metrics.

Without defined KPIs, there is no scoreboard. Without a scoreboard, there is no game.

Define determines the roadmap. Which channels matter? What resources are required? What is the timeline? What constitutes a win?

This phase prevents drift.

Deliver

Only after strategy and measurement are clear does execution begin.

Deliver may involve internal teams, external partners, or a hybrid approach. The key is disciplined alignment with the defined roadmap.

Execution without definition is chaos. Execution after definition becomes compounding momentum.

Lessons from Healthcare Sales

Saul’s early career in medical device sales taught him something many founders underestimate: standing out is hard. Healthcare is crowded. Decision makers are busy. Access is limited. Credibility must be earned.

The lesson transfers across industries. Top of funnel awareness is not automatic. It must be constructed intentionally.

Younger professionals are now building authority early by documenting their journey publicly. They build visibility while they build competence.

The market often rewards the visible.

For founders, the takeaway is not to chase attention recklessly. It is to commit to consistent authority building over time.

Long Term Thinking

When asked what advice he would give his younger self, Saul answers simply: take your time. Play the long term game.

Demand generation is not a campaign. It is a discipline.

Businesses that endure treat marketing as infrastructure. They invest in owned assets. They cultivate earned authority. They scale with paid acceleration only when the system is proven.

Short term tactics may create spikes. Strategy builds durability.

Closing the Deal

For Saul, closing the deal is simple. The contract is signed and the check is in hand.

Yet everything discussed before that moment determines whether it happens.

Demand does not emerge by accident. It is engineered.

Authority is not assumed. It is built.

Revenue is not random. It follows clarity.

When founders respect marketing as a strategic function rather than a task to delegate casually, the probability of survival shifts dramatically.

That shift is the difference between becoming part of the five year statistic and building something that lasts.

Return on Ad Spend (ROAS) and Why It Matters More Than Clicks

Thu, 05 Feb 2026 03:24:23 GMT

There are a lot of marketing metrics people like to talk about. Clicks. Impressions. Reach. Engagement. None of those pay the bills.

Return on Ad Spend, or ROAS, cuts straight through the noise. It answers one simple question. If I spend money to generate business, am I getting more money back?

If you do not know that answer, you are not marketing. You are guessing.

What Is Return on Ad Spend (ROAS)

ROAS measures how much revenue you generate for every dollar you spend on advertising.

That’s it.

It tells you whether your marketing dollars are working or just making you feel busy.

The ROAS Formula

ROAS is calculated by dividing revenue generated from ads by the amount spent on those ads.

ROAS Formula

ROAS = Revenue from Ads ÷ Ad Spend

If you spend $5,000 on advertising and generate $20,000 in revenue, your ROAS is 4.

For every dollar spent, four dollars came back.

Spend five thousand. Generate twenty thousand. ROAS of four.

The math is simple. The discipline is what separates real operators from hopeful ones.

Why ROAS Actually Matters

ROAS is not a marketing metric. It is a decision making metric.

When you understand your ROAS, you know where to spend more, where to spend less, and where to stop spending altogether. You stop debating opinions and start looking at results.

That is when advertising turns from an expense into an investment.

ROAS in a Real World Franchise Business

ROAS is not just for tech companies or online brands.

A strong real world example comes from Keith Lane , owner of the Painter1 franchise in Knoxville, Tennessee.

Keith can show exactly where his leads come from. Google. Referrals. Repeat customers. Paid advertising. No guessing.

He also tracks how much he spends in each category and what comes back from it. While some of those numbers are internal, the discipline is the takeaway.

Keith describes marketing as a chess game. Every dollar is a chess piece. The goal is not to move fast. The goal is to move smart, placing spend where it produces the best return and pulling it back where it doesn’t.

Because he understands his ROAS, he can adjust spend based on seasonality, shift strategies mid month, and predict revenue with surprising accuracy.

This is not theory. This is how real franchise businesses scale.

Why Some People Take ROAS Very Seriously

ROAS and Predictable Revenue

When you understand ROAS, marketing stops feeling random. You start seeing patterns. You know which moves to make during slower months and which channels to press when demand rises.

Predictability is not luck. It is measurement repeated over time.

How to Calculate Your Own ROAS

Start simple.

Track how much you spend in each marketing channel. Track the revenue that comes from those channels. Divide revenue by spend.

It does not have to be perfect. It just has to be visible. Clarity improves decisions. Decisions improve results.

ROAS and Why It Belongs Next to Return on Sales

ROAS tells you how efficiently you generate revenue. Return on Sales tells you how efficiently you keep it.

High ROAS with weak margins is a problem. Strong margins with weak ROAS limits growth. Smart operators pay attention to both.

Final Thought

ROAS is not about chasing bigger numbers. It is about understanding cause and effect in your business.

When you know what it costs to generate revenue and what that revenue returns, confidence replaces guesswork.

That is what Return on Ad Spend is really about.

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Formula for Return on Sales Explained With Real World Examples

Wed, 04 Feb 2026 21:33:07 GMT

If you are running a business, leading a sales team, or evaluating an opportunity, there is one question that matters more than almost any other.

Are your sales actually turning into profit?

That is exactly what return on sales helps you understand.

Return on sales is not complicated. It does not require advanced accounting knowledge. It simply shows how efficiently a business converts revenue into operating profit.

What Is Return on Sales

Return on sales measures how much operating profit a business keeps from its total sales.

It focuses on day to day operations. It does not factor in taxes, interest, or financing decisions.

In plain terms, return on sales tells you how much money stays in the business after normal operating expenses are paid.

A higher return on sales means the business is operating more efficiently.

Formula for Return on Sales

The formula for return on sales is:

Return on Sales = (Operating Profit ÷ Net Sales) × 100

Operating profit is what remains after subtracting operating expenses such as payroll, rent, marketing, utilities, and materials. It is often referred to as EBIT, earnings before interest and taxes.

Net sales represent the revenue the business actually keeps after adjustments.

The result is a percentage.

If return on sales is 15 percent, the business keeps 15 cents for every dollar sold before taxes and debt.

Net Sales vs Gross Sales (This Matters)

Return on sales is calculated using net sales, not gross sales.

Net sales reflect the revenue the business actually keeps after returns, discounts, and allowances. Gross sales can overstate performance and make margins appear stronger than they truly are.

Net sales are calculated as:

Net Sales = Gross Sales minus Returns minus Discounts minus Allowances

Using net sales provides a more accurate picture of operating efficiency and allows for clean comparisons over time and across businesses.

In many small businesses, gross sales and net sales may look almost identical. But technically and correctly, return on sales is always based on net sales.

If your income statement lists net revenue or net sales, that is the number to use.

EBIT vs EBITDA: What’s the Difference

Return on sales is based on operating profit, also known as EBIT. This is where many people get confused, especially when EBITDA is often discussed in valuation and cash flow conversations.

EBIT stands for earnings before interest and taxes. It reflects profit generated from normal business operations after operating expenses are accounted for.

EBITDA goes one step further by adding back depreciation and amortization. These are non cash accounting charges related to assets and intangible investments.

Why Return on Sales Is Important

Return on sales helps you see whether growth is healthy or dangerous.

A business can grow revenue and still struggle if margins are shrinking. Higher sales alone do not guarantee better performance.

Tracking return on sales helps identify pricing issues, rising costs, and inefficiencies before they become serious problems.

It is especially useful when comparing performance over time or evaluating similar businesses within the same industry.

Three Real World Return on Sales Examples

Local Coffee Shop (Retail Model)

A neighborhood coffee shop with steady customer traffic.

Net Sales

$500,000 per year

Operating Profit
$50,000 per year

Return on Sales
($50,000 ÷ $500,000) × 100 = 10 percent

This means the business keeps ten cents of operating profit for every dollar sold.

In food and beverage retail, return on sales between 5 and 10 percent is common. Improvements usually come from reducing waste, adjusting pricing, or selling higher margin items.

Freelance Graphic Designer (Service Model)

A solo designer working independently.

Net Sales
$100,000 per year

Operating Profit
$70,000 per year

Return on Sales
($70,000 ÷ $100,000) × 100 = 70 percent

Service businesses often produce higher return on sales because they have low overhead and minimal inventory.

When return on sales declines in this model, the issue is usually underpricing, excessive revisions, or inefficient use of time.

Software Company (Scalable Model)

A small software company selling subscriptions online.

Net Sales
$1,000,000 per year

Operating Profit
$400,000 per year

Return on Sales
($400,000 ÷ $1,000,000) × 100 = 40 percent

Software businesses can achieve strong return on sales once the product is built because additional customers add little incremental cost.

In this model, return on sales often improves as the company scales. Lower margins typically indicate excessive marketing spend or bloated development costs.

How to Use Return on Sales in Your Business

Start by pulling operating profit and net sales from your income statement.

Calculate return on sales monthly or quarterly.

Then ask a few simple questions.

Are margins improving or shrinking over time?

Are higher sales actually improving profitability?
Where can costs be reduced without harming growth?

There is no universal benchmark for return on sales. What matters is understanding your number, tracking the trend, and comparing it to similar businesses.

Return on sales does not replace other financial metrics, but it is one of the fastest ways to understand whether sales are truly working for you or just keeping you busy

Frequently Asked Questions About Return on Sales

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Networking Is a Contact Sport and Most People Are Playing It Wrong

ewell@closethedeal.com (ewell smith) — Tue, 03 Feb 2026 16:32:36 GMT

Why Networking Fundamentals Matter More Than Ever

This post helps readers understand how to approach networking as a disciplined business skill instead of a social exercise.

What You’ll Learn

• Why most networking meetings fail to produce referrals
• How to clearly communicate who you serve and how to refer you
• The difference between a lead and a real connection
• How interpersonal communication drives trust and deal flow
• Why networking fundamentals matter more than personality

Networking is one of the most talked about business strategies and one of the least understood. In this episode of the Close The Deal Podcast, Ewell Smith sits down with Angie Weidel , founder of Blended Strategies, to break down the fundamentals of networking that actually lead to referrals, relationships, and revenue. This is not theory. It is a practical framework built for professionals who want networking to work.

Angie Weidel's Close The Deal Mindset Quotes

Networking Fundamentals

"Networking is not about making friends. It is about creating referral partners."
"There is networking and then there is not working."
"If you cannot explain what you do clearly, you cannot expect referrals."

Interpersonal Communication

"People do business with people, not brick and mortar."
"You have to understand how you communicate before you can communicate well with others."
"Face to face communication is becoming a lost skill."

Referrals and Trust

"A referral is not a name. A referral is an introduction."
"People buy you before they buy your service."
"Trust accelerates everything in business."

Connect with Angie:

Linkedin

Blended Strategies, LLC

Visit AG1 for your free one year supply of D3+k2 and five free travel packs of AG1

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Close The Deal Podcast with Angie Weidel

Founder - Blended Strategies, LLC

Networking Is Not a Social Activity

Networking has been diluted into something comfortable and nonthreatening. It has become casual conversation, surface-level introductions, and business card exchanges that rarely turn into anything meaningful. Angie Weidel challenges that idea directly. Networking, when done correctly, is a disciplined business activity designed to create referral relationships.

The problem is not a lack of opportunity. The problem is a lack of structure. Most professionals walk into networking rooms without clarity around who they serve, how they are referable, or how others should talk about them when they are not in the room. Without that clarity, even well-intentioned connections go nowhere.

Character Comes Before Competence

The first step Angie teaches is deceptively simple. People must understand your character, your integrity, and your sense of humor. This is not about being entertaining. It is about being known.

Trust does not come from credentials alone. It comes from predictability. When someone knows how you show up, how you treat people, and how you communicate, they can confidently attach their reputation to yours. That is the foundation of every referral relationship.

Referable Is Not Automatic

Many professionals assume that because they offer a service, they are referable. Angie pushes back on that assumption. Referable means the people around you can easily connect what you do to someone they already know.

If your service does not align with the audience in the room, referrals become forced. Productive networking requires alignment between what you offer and who others can realistically introduce you to. This is where many networking efforts quietly fail.

Who You Serve Versus Who You Need

One of the most important distinctions Angie makes is between who you want to serve and how to recognize a good prospect. These are not the same thing.

Who you want to serve is broad. It defines your market, your geography, and your general customer profile. A good prospect is specific. It is a title, a decision-maker, or a role inside an organization. Specificity allows others to recognize opportunities for you in real time.

Teaching Others How to Refer You

Most referrals fail because people do not know how to talk about you. Angie emphasizes the importance of coaching referral partners on how to introduce you, including personality context. This removes friction and sets expectations before the first conversation ever happens.

When referral partners can confidently explain who you are, what you do, and what it is like to work with you, introductions become natural instead of awkward.

The Difference Between a Lead and a Connection

Angie is clear on this point. A lead is information. A connection is a relationship. She does not want names and phone numbers. She wants warm introductions where trust is transferred.

True connections are created through joint emails, shared lunches, and personal handoffs. These moments compress time, build trust faster, and dramatically increase conversion rates.

Confidentiality Is Part of Professionalism

In many industries, information cannot be shared casually. Angie highlights the importance of understanding confidentiality requirements before referrals are made. Trust is built not only by what you share, but by what you protect.

Referral relationships deepen when partners know their discretion will be respected.

Why Communication Skills Are the Multiplier

At the center of Angie’s work is interpersonal communication. Technology has made communication easier but connection harder. Many professionals struggle with face to face conversations, conflict navigation, and energy matching.

Angie’s approach blends communication frameworks to help professionals understand how they send and receive information. When people understand these dynamics, collaboration improves at work and at home.

Authority-Driven Closing

Networking success is not about charisma, volume, or personality. It is about clarity, structure, and intention . Angie Weidel’s framework strips networking down to its fundamentals and rebuilds it as a repeatable business skill. For professionals willing to approach networking with discipline, the payoff is measurable and lasting.

How CEOs Create LinkedIn Demand in One Hour a Month

Mon, 26 Jan 2026 22:36:53 GMT

What Most CEOs Get Wrong About LinkedIn - Matt Hunt

This post helps founders and CEOs understand how to turn LinkedIn from a time drain into a predictable demand engine without adding headcount.

What You’ll Learn

• Why CEO visibility has become a revenue lever, not a branding exercise
• How one monthly conversation can fuel an entire LinkedIn strategy
• The content framework that separates noise from demand
• How to measure LinkedIn success without relying on vanity metrics
• Where most founders unintentionally sabotage their own growth

Founders know LinkedIn matters, but most quietly avoid it. Time feels scarce, posting feels awkward, and results feel unclear. In this episode of the Close The Deal Podcast, Ewell Smith sits down with Matt Hunt, CEO of Demandii, to unpack how modern CEOs are creating real demand on LinkedIn in as little as one hour a month and why visibility has become inseparable from growth.

Matt Hunt's Top 9 Close The Deal Mindset Success Quotes:

CEO Visibility and Demand

“Sales fixes all problems in business.”
“Visibility is no longer optional for founders.”
“People buy clarity, not cleverness.”

Content That Actually Works

“Advice repels, experience attracts.”
“Show, don’t tell, especially on LinkedIn.”
“Authority comes from scars, not slogans.”

Measurement and Reality

“Likes are not buyers.”
“Saves and sends are the real signals.”
“Most decision makers never comment publicly.”

Connect with Matt Hunt

Victor's Linkedin

https://www.demandii.com/

Close The Deal Podcast Player:

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Close The Deal Podcast With Matt Hunt

CEO - Demandii

The Shift From Behind the Scenes to Out Front

For decades, founders were told to stay focused on operations while marketing lived somewhere else in the organization. That model no longer holds. As Matt Hunt explains, the most dangerous thing founders are doing today is staying invisible while expecting sales momentum to magically continue.

In smaller and mid sized companies, the CEO is often the most informed person in the room. They understand the customer, the product, the mistakes, and the lessons learned along the way. Yet many still treat LinkedIn as either a résumé archive or a distraction instead of what it has become: a demand channel.

The shift is not about ego or personal branding for its own sake. It is about multiplying insight. When a founder stays silent, the company loses leverage. When that same founder documents what they already know, the organization gains reach, clarity, and trust at scale.

Why Time Is the Real Constraint

Most founders are not avoiding LinkedIn because they doubt its potential. They avoid it because they believe it requires constant attention. Posting daily, managing comments, writing captions, recording videos, and staying consistent all feel like work piled on top of an already full plate.

Demandii’s model challenges that assumption. One focused conversation per month becomes the raw material for weeks of content. The CEO does not become a full time creator. They become a source.

This reframing matters. LinkedIn stops being a task and becomes an asset creation process. The founder shows up once, speaks naturally about real problems, and the system does the rest.

Authority Is Built Through Experience, Not Advice

One of the most subtle but powerful distinctions Matt makes is between advice and experience. Advice often feels preachy. Experience feels credible.

When founders say, “You should do this,” audiences resist. When they say, “Here is what happened when we faced this,” people lean in. The difference is tone, humility, and trust.

Authority content works when it reflects lived reality. Wins matter, but so do failures. In fact, scars often create more confidence than polished success stories. Buyers want to know their business is not your training ground. They want proof you have been there before.

The Four Content Types Every CEO Needs

To avoid monotony and maximize impact, content must vary. Matt outlines four essential types that together form a complete LinkedIn presence.

Authority content demonstrates expertise and pattern recognition.

2. Connection content humanizes the founder and shows dimension beyond the role.

3. Engagement content invites dialogue and signals openness.

4. Show content that proves results through demonstration, case studies, or transformation.

Individually, each plays a role. Together, they create credibility . The mistake most founders make is over indexing on one type or posting without intention at all.

Personal Page Versus Company Page Is the Wrong Question

Founders often ask whether they should focus on their personal profile or their company page. The answer is both, but the order matters.

People follow people before they follow logos. Leading from the personal page sets the tone for the organization. It signals permission. When the CEO participates, the rest of the company follows.

Content can be repurposed across both with minimal adjustment. First person language becomes third person. Insight becomes attribution. The message stays intact while the context shifts.

Measuring What Actually Matters

LinkedIn’s most visible metrics are also its least useful. Likes, comments, and follower counts feel good but rarely correlate with revenue, especially in B2B.

Real buyers behave differently. They save posts. They send them internally. They view profiles quietly. They never announce interest publicly.

LinkedIn’s backend data reveals these signals. Profile views from decision makers. Content saves. Post sends. These behaviors indicate resonance long before a conversation begins.

Sales attribution remains imperfect, but patterns emerge. When the right people repeatedly engage in the right ways, demand follows.

Bad Habits That Quietly Kill Results

Many founders sabotage themselves without realizing it. Automated DMs erode trust. Posting and disappearing kills momentum. Overusing generic AI templates strips authenticity.

Another common mistake is connecting with the wrong audience. Growth is not about accumulating contacts. It is about relevance.

Consistency matters, but so does thoughtfulness. A few meaningful comments on the right posts often outperform dozens of shallow interactions.

The Role of Process and Order

Before tactics come assessment. Demandii begins by auditing the entire go to market picture: messaging, sales motion, content readiness, and founder skill gaps.

Without this clarity, execution fragments. The order matters. Big strategic decisions come first. Tactical actions follow.

Matt compares it to filling a jar. Start with the boulders. Then the rocks. Then the sand. Reverse the order and nothing fits.

When LinkedIn Actually Starts Working

LinkedIn demand works when CEOs stop reposting company updates and start sharing lived experience. It works when content becomes helpful instead of promotional.

The platform rewards clarity, consistency, and credibility. Not theatrics.

Founders who commit to this shift find something unexpected. LinkedIn stops feeling like marketing and starts functioning like leverage.

Closing Perspective

The modern CEO is no longer just an operator. They are a signal. What they say, share, and document shapes how the market understands the business.

Visibility is not about being everywhere. It is about being intentional. One hour a month, applied correctly, can outperform entire teams chasing noise.

How to Overcome Fear: Quotes That Help You Take Action

Sun, 25 Jan 2026 05:23:11 GMT

Real Talk Before the Quotes

Real talk from someone who’s watched a lot of people stand on the edge of big decisions.

Fear always shows up.

Not if.

When.

Sometimes it sneaks in early - that quiet voice asking, “Who do you think you are?” while the idea still feels fragile.

But more often, fear hits when things get real.

The paperwork.

The money.

The moment where backing out would be easier than stepping forward.

That’s when your gut tightens and your brain starts running worst-case scenarios.

What if I lose it?

What if my family pays the price?

Push through that stage and fear doesn’t disappear. It just changes shape.

Now it sounds like, “Can I really scale this?”

Or, “What did I sign myself up for?”

I’m not sharing this to scare you off.

I’m sharing it because pretending fear won’t show up is the fastest way to get blindsided and quit when you’re actually close.

The people who win aren’t fearless.

They’re normal people who expect fear, name it, and keep moving anyway.

This isn’t just franchising.

It’s career changes.

Investments.

Leaving something safe for something meaningful. If you feel that knot in your gut right now, that’s not a red flag.

It’s usually a signal you’re standing at the edge of something real.

Just don’t wait for fear to vanish before you move.
It never does.

Before you read on, notice which line above hit closest to home; that’s usually where the real decision lives.

Why Fear Is So Universal And Why That Matters

Fear isn’t abstract. It shows up in measurable ways.

Surveys consistently show that about 31 percent of Americans say they are afraid of failure , ranking it higher than fears like spiders or being home alone. That means nearly one out of every three people is walking around with the same internal resistance most of us try to hide.

In business and sales, the pattern is just as clear. Research discussed in Harvard Business Review has shown that nearly half of B2B sales professionals report fear or anxiety around making cold calls .

The task itself isn’t dangerous, but the uncertainty, potential rejection, and visibility trigger the same fear response.

Different situations. Same wiring.

Fear tends to spike when decisions involve identity, money, responsibility, or the possibility of being judged. In other words, fear shows up most often when the decision actually matters.

That doesn’t mean stop.
It usually means pay attention.

The 3 Most Famous Quotes About Overcoming Fear

“The only thing we have to fear is fear itself.” — Franklin D. Roosevelt
Spoken during the Great Depression, this line became a reminder that panic itself is often the real threat.
“Courage is resistance to fear, mastery of fear — not absence of fear.” — Mark Twain
A timeless reframing of bravery that dismantles the myth of the fearless hero.
“Feel the fear and do it anyway.” — Susan Jeffers
Simple, direct, and enduring for a reason.

Quotes About Facing Fear and Moving Forward

“The brave man is not he who does not feel afraid, but he who conquers that fear.” — Nelson Mandela
“Do the thing you fear to do and keep on doing it… that is the quickest and surest way ever yet discovered to conquer a fear.” — Dale Carnegie
“Inaction breeds doubt and fear. Action breeds confidence and courage.” — Dale Carnegie
“I must not fear. Fear is the mind-killer.” — Dune
“He who is not every day conquering some fear has not learned the secret of life.” — Ralph Waldo Emerson
“You gain strength, courage, and confidence by every experience in which you really stop to look fear in the face.” — Eleanor Roosevelt
“Fear is only as deep as the mind allows.” — Japanese Proverb
“You can conquer almost any fear if you will only make up your mind to do so.” — Dale Carnegie
“Thinking will not overcome fear but action will.” — W. Clement Stone
“Do not fear mistakes. You will know failure. Continue to reach out.” — Benjamin Franklin
“What would life be if we had no courage to attempt anything?” — Vincent van Gogh
“Focus on where you want to go, not on what you fear.” — Tony Robbins
“The enemy is fear.” — Mahatma Gandhi
“When you come out of a storm you won’t be the same person that walked in.” — Haruki Murakami
“Fear keeps us focused on the past or worried about the future.” — Thich Nhat Hanh
“Expose yourself to your deepest fear; after that, fear has no power.” — Jim Morrison
“You miss 100 percent of the shots you didn’t take.” — Wayne Gretzky
“Fear is a reaction. Courage is a decision.” — Winston Churchill
“Nothing in life is to be feared. It is only to be understood.” — Marie Curie
“We should all start to live before we get too old. Fear is stupid. So are regrets.” — Marilyn Monroe
“Obstacles don’t have to stop you.” — Michael Jordan
“Fall seven times, stand up eight.” — Japanese Proverb
“Fear is the path to the dark side.” — Yoda
“Do not be afraid; our fate cannot be taken from us; it is a gift.” — Dante Alighieri
“When you are afraid, do the thing you are afraid of.” — Norman Vincent Peale
“I learned that courage was not the absence of fear, but the triumph over it.” — Nelson Mandela
“Do not be afraid; our fate cannot be taken from us; it is a gift.” — Dante Alighieri
“When you are afraid, do the thing you are afraid of.” — Norman Vincent Peale
“I learned that courage was not the absence of fear, but the triumph over it.” — Nelson Mandela

Frequently Asked Questions About Fear and Decision Making

Check out t he Mozi Mindset

Check out Overcoming Failure Quotes That Help You Learn, Grow, and Move Forward

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Believe Again — Why Belief Is the Key to Leadership with Chris Widener

ewell@closethedeal.com (ewell smith) — Sat, 17 Jan 2026 01:16:13 GMT

Chris Widener on Belief, Mentorship, and Leadership

What You’ll Learn

• Why belief is the true foundation of leadership
• How mentorship accelerates personal and professional growth
• What it means to borrow belief until you can carry it yourself
• Why integrity and kindness still matter in leadership
• How to become a voice instead of an echo

Belief is one of those things you don’t notice until it’s gone. In this conversation, Chris Widener shares how belief shaped his journey as a leader, speaker, and mentor, and why having someone believe in you at the right moment can change the entire trajectory of your life. This episode is about rebuilding confidence, leading with integrity, and becoming a voice instead of an echo.

15 Close The Deal Mindset Success Quotes:

Chris Widener Quotes on Belief and Identity

“When someone who’s already successful tells you they believe in you, they loan you belief until you can carry it yourself.”
“Most people don’t fail because they lack ability. They fail because they stop believing they’re worthy of success.”
“You don’t become confident overnight. Confidence is rebuilt one honest decision at a time.”
“Belief isn’t pretending things are perfect. It’s deciding not to quit when they’re not.”
“At the lowest point of my life, belief from someone else helped me believe again.”

Chris Widener Quotes on Leadership and Influence

“Leadership always starts with leading yourself when no one is watching.”
“Be a voice, not an echo. The world doesn’t need another copy of someone else.”
“You can be successful without being cruel. Integrity is not a weakness in leadership.”
“People don’t follow titles. They follow consistency, truth, and example.”
“If your leadership requires tearing people down, it isn’t leadership.”

Chris Widener Quotes on Mentorship and Growth

“One mentor can change the entire trajectory of your life.”
“Mentorship works because it compresses decades of experience into a few honest conversations.”
“The right mentor doesn’t just teach skills. They remind you who you are.”
“Growth accelerates when you listen more than you speak and learn more than you perform.”
“Most people don’t need more information. They need someone who believes in their potential.”

Learn more about Chris Widener:

h ttps://chriswidener.com/

Close The Deal Podcast Player:

Close The Deal Podcast With Chris Widener

Mentorship, Redemption & Revival: Chris Widener’s Journey on the Close The Deal Podcast

In this episode of the Close The Deal podcast, host Ewell Smith welcomes bestselling author, speaker, and faith-based entrepreneur Chris Widener for a deep, raw, and inspiring conversation. From humble beginnings and personal hardship to rubbing shoulders with Zig Ziglar and Jim Rohn, Chris’s journey is one of resilience, mentorship, and belief.

Chattanooga Eats and Conversation Starters

Every episode begins with a bit of flavor—literally. Chris shares his favorite restaurant in Chattanooga, Sidetrack, known for its almond-encrusted red snapper. It’s a fun opening that reminds us how food connects people—and how every good conversation starts over a good meal.

Overcoming Loss and Finding Purpose

Chris shares a powerful and emotional story about losing his father at just four years old. His dad was a successful architect in Seattle, earning $90,000 in 1969—yet only left behind a $30,000 life insurance policy. What followed was years of instability: 28 different homes, 11 schools, and two stints living with relatives. By the sixth grade, Chris was using drugs. He was making money at the horse track and living without direction.

But something unexpected changed his path: a job as a ball boy for the Seattle Supersonics. It gave him a window into excellence, work ethic, and mentorship that would begin to shift his mindset.

The $24,000 Flower Pot Deal at Age 14

One of the most fascinating stories in the episode is Chris’s flower pot hustle at 14. A co-worker of his mother’s gave him the opportunity to sell a new self-watering flower pot. Chris surprised everyone by landing a purchase order for 24,000 units from a regional chain, earning $1 per pot.

But the man who gave him the opportunity got scared and backed out of the deal, unable to handle the idea of success. Chris uses this story to illustrate a deeper truth: many people subconsciously sabotage themselves because they don’t believe they’re worthy of success. It’s a vivid example of why belief—both in yourself and from others—is so powerful.

The Power of Someone Saying ‘I Believe in You’

Chris shares several stories about the impact of mentorship throughout his life, from a youth pastor who introduced him to faith and purpose, to a senior executive at Mars Candy who began sending him monthly checks to support his dream of planting a church. Chris had never asked for help, yet this man saw something in him and simply said, “I believe in you.”

That moment stuck with him—and shaped how he supports others today. Later, Chris would work with personal development legends like Jim Rohn, Zig Ziglar, and John Maxwell. These icons poured into him, helping shape his voice and encouraging him to be his authentic self—not a copy, but the best version of Chris Widener.

From Pulpit to Platform: A Life Built on Service

After years in ministry, Chris transitioned into speaking, coaching, and writing full time. Whether planting churches or writing bestselling books, he’s always been driven by one goal: helping people become who they were meant to be.

One piece of advice he gives often is this: “Be a voice, not an echo.” Don’t just repeat what others say. Do the inner work to discover your own truth. That mindset helped him stand out in a sea of speakers, finding success by being uniquely himself.

The Coming American Revival: A Spiritual Solution to a Divided Nation

As the conversation progresses, Chris and Ewell dig into the spiritual state of America. Chris shares the motivation behind his newest book, The Coming American Revival. He believes that America doesn’t have a political problem—it has a spiritual one.

Chris makes the case that if we followed timeless principles—love your neighbor, be honest, show patience, treat others with dignity—we could radically transform our homes, communities, and institutions. Revival, he says, starts not in Washington, but in the hearts of everyday people choosing to live with purpose, character, and faith.

Business with Kindness and Integrity

The episode also explores how successful businesses can be both profitable and principled. Chris contrasts toxic leadership styles like those of Gordon Ramsay or Steve Jobs with companies like Chick-fil-A and Dick’s Drive-In in Seattle, who treat employees well and operate with integrity.

He praises Chick-fil-A for closing on Sundays and still outperforming competitors, and Dick’s Drive-In for offering above-market pay and college tuition to staff. These stories underscore a simple truth: treating people well is not just good ethics—it’s good business.

Closing Thoughts from Chris Widener

Chris ends the episode with a reminder that who you are matters more than what you do. His best advice: “Be a voice, not an echo.” Discover your purpose, lean into your uniqueness, and live a life of service. Whether you're in business, ministry, or still figuring things out, the way you treat others—and yourself—makes all the difference.

Want to Connect with Chris?

Chris offers coaching for entrepreneurs and leaders, especially those who want to build businesses with faith and purpose at the core.

Email: chris@chriswidner.com
Website: www.ChrisWidner.com

Final Word from Ewell Smith

If you're just starting out, don’t wait for mentorship to find you—go out and seek it. Be intentional. Put yourself around people of character and wisdom. The earlier you do this, the faster your future comes forward.

The Future of Sales: AI, Buyer Psychology, and the Last Mile Seller

Tue, 13 Jan 2026 15:21:57 GMT

What Sales Skills Will Matter Most Over the Next Five Years - Victor Antonio

This article helps sales professionals understand how AI is reshaping buyer behavior and why human judgment remains essential to closing complex deals.

You will learn

Why buyers now reach sales conversations far more informed
How AI increases buyer certainty while also increasing hesitation
What the last mile seller actually does in modern sales
Why confidence, not information, is the final obstacle
How sales professionals future proof their role

Sales technology is evolving faster than most teams can adapt, but buyer psychology is moving at a different pace. In this episode of Close The Deal, Ewell Smith sits down with Victor Antonio , sales trainer and keynote speaker, to unpack how artificial intelligence is changing how buyers research, evaluate, and ultimately decide. What emerges is a grounded, practical conversation about why sales fundamentals still matter and where humans remain irreplaceable in the closing process.

Victor Antonio's Top 11 Close The Deal Mindset Success Quotes:

On Buyer Psychology

“People don’t buy because they have information. They buy when their confidence outweighs their anxiety.”
“The real job of sales is not persuasion. It’s certainty.”

On AI and Sales

“AI doesn’t replace salespeople. It replaces jobs inside sales.”
“The buyer is now arriving at the ninety nine yard line.”

On Skill Development

“If you invest fifteen minutes a day into your domain, you become exponentially harder to replace.”
“Being good at sales means knowing when to stop talking.”

On The Last Mile Seller

“The last mile is where humans still win.”
“Confidence is the new closing skill.”

On Authentic Selling

“The hardest road to success is the road back to yourself.”

Connect with Victor Antonio

Victor's Linkedin

Close The Deal Podcast Player:

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Close The Deal Podcast With Victor Antonio

Sales Trainer & Motivation Keynote Speaker

Sellinger Group

The Future of Sales Is Not About Tools

Sales conversations no longer begin with education. Buyers arrive informed, armed with comparisons, terminology, and assumptions shaped by search engines and large language models. What they lack is not information. What they lack is certainty.

This is the shift at the heart of modern selling, and it is why the future of sales cannot be reduced to tools, automation, or artificial intelligence alone. As Victor Antonio explains, AI accelerates research and pattern recognition, but it does not resolve the emotional friction that stalls real buying decisions. That friction shows up late, often after logic has already done its work.

Sales professionals who mistake knowledge for readiness miss the moment where deals are actually won or lost.

Buyer Research Has Changed Permanently

AI driven platforms now replace what used to take weeks of vendor conversations. Buyers simulate outcomes, compare competitors, and pressure test decisions before they ever raise a hand. This compresses the traditional sales cycle, but it also raises the bar for anyone who enters it.

When a buyer reaches out today, they are not asking what a product does. They are asking if their conclusion is safe. They are asking if they missed something. They are asking if the risk they feel is justified.

That is not a data problem. It is a judgment problem.

Why Confidence Is the New Currency

Victor reframes closing as a confidence equation. On one side sits certainty. On the other sits anxiety. The distance between them determines movement.

AI increases certainty by answering questions faster than humans ever could. At the same time, it increases anxiety by exposing buyers to more options, more contradictions, and more edge cases. The paradox is that better research often makes decisions harder.

Salespeople who succeed are not fighting this dynamic. They are resolving it.

The Role of the Last Mile Seller

The last mile seller is not the loudest voice in the room. They are the most grounded. They understand the buyer has already done the work and that pushing harder at this stage only creates resistance.

Instead, the last mile seller validates reasoning, reframes risk, and narrows focus. They provide perspective, not pressure. Their value lies in experience and judgment, not persuasion.

This role becomes more important as buying journeys become more autonomous. When machines handle the first ninety nine yards, humans handle the final one.

Domain Expertise Over Pitching

One of the clearest themes in the conversation is discipline. The best salespeople are not the busiest. They are the most deliberate. They invest small, consistent time into understanding their market, their customers, and their own blind spots.

This is where AI becomes leverage instead of threat. Used correctly, it accelerates preparation, sharpens positioning, and exposes weaknesses earlier. Used passively, it creates false confidence and echo chambers.

Sales professionals who treat AI as a collaborator rather than a crutch build stronger judgment faster.

Authenticity Cannot Be Automated

Toward the end of the conversation, Victor returns to a simple truth. The hardest part of sales is not learning techniques. It is resisting the urge to become someone else.

Buyers sense incongruence immediately. Scripts collapse under pressure. Authenticity, on the other hand, compounds trust.

The future of sales will reward those who understand technology without surrendering identity. Tools will change. Psychology will not.

Closing Perspective

AI will reshape how buyers gather information and how companies scale processes. What it cannot replace is human judgment at the moment of risk. Sales will continue to exist not because machines are limited, but because decisions are personal.

The last mile still belongs to people who know how to stand there calmly and guide someone forward.

How Sheikha Al-Otaibi Turned Cold Calling Into a Live Sales Advantage

Sat, 03 Jan 2026 16:06:43 GMT

Cold calling in a world addicted to automation

This post helps readers understand why real conversations and public execution outperform automation, scripts, and passive lead strategies in todays sales environment.

You will learn

Why cold calling still works when done intentionally
How recording live calls builds trust and authority
What sales training misses that real calls reveal
How visibility changes buyer psychology
Why execution beats perfection every time

In an era where most sales professionals hide behind automation and templates, Sheikha Al-Otaibi did the opposite.

She picked up the phone, made cold calls live on camera, and shared the outcome publicly. The result was not just deal flow but credibility, audience growth, and national recognition.

On the Close The Deal Podcast, Sheikha breaks down how cold calling on live video became a competitive advantage and why most sales teams are still avoiding the very activity that creates leverage

Sheikha Al-Otaibi's Top 13 Close The Deal Mindset Success Quotes:

Mindset and Execution

"Closed mouths never get fed."
"The worst thing someone can say is no."
"If you are afraid to ask, you are afraid to sell."
"Never wait for the perfect moment. Just start."
"Execution always beats theory."

Sales and Cold Calling

"Cold calling is the fastest path to opportunity."
"People stop after rejection. That is where I start."
"Quality conversations matter more than perfect leads."
"Persistence is misunderstood in sales."
"Sales is about believing your solution helps."

Visibility and Growth

"If you do not show yourself, you lose business."
"People trust what they can see."
"Recording calls teaches faster than training manuals."

Connect with Sheikha

https://www.interlixstaffing.com/

Close The Deal Podcast Player:

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Close The Deal Podcast With Sheikha Al-Otaibi

Co-Founder - Interlix Staffing

Cold Calling in Public Changed the Rules

The Sales Activity Everyone Avoids

Cold calling has always carried a stigma. It is uncomfortable, unpredictable, and unforgiving. For decades, sales teams tried to soften it with scripts, layers of qualification, and now automation. What has not changed is the reality that direct conversation still creates opportunity faster than any system built to avoid it.

Sheikha Al-Otaibi understood this early. Not because she studied sales theory, but because she lived it. Before founding a fast growing staffing firm, her first exposure to selling came from calling alumni and donors as a college student. There was no branding, no safety net, and no automation buffer. Just a phone, a list, and rejection.

That experience shaped her approach. Cold calling stopped being something to fear and became a muscle to strengthen.

From Private Skill to Public Advantage

Most sales professionals record calls for internal coaching. Sheikha took a step further. She made the calls public.

Live cold calling on camera is not a gimmick. It is an accountability mechanism. When the conversation is visible, there is no hiding behind theory. Objections are real. Responses must be immediate. The outcome is authentic.

By sharing these calls, she created two parallel results. First, prospects saw exactly how she communicates. Second, audiences learned what real selling looks like when there is no script to lean on.

Visibility became leverage.

Why Polished Sales Content Fails

Sales content often fails because it avoids reality. Perfectly edited advice feels safe but disconnected. Buyers and aspiring sellers do not learn from perfection. They learn from tension.

Live cold calls create tension by default. There is uncertainty in every ring. That uncertainty mirrors the buyer’s internal decision making process. When viewers see objections handled calmly and confidently, credibility transfers naturally.

Sheikha did not chase polish. She focused on honesty. Some calls ended abruptly. Others led to real conversations. Every outcome served a purpose.

The Myth of AI Replacing Conversations

One of the strongest insights from the episode is her perspective on automation. AI can accelerate processes, but it cannot replace judgment, tone, or human connection. Over reliance on tools often sacrifices quality for volume.

Sales does not break because of lack of leads. It breaks because of lack of conversations.

By prioritizing real outreach, Sheikha positioned herself ahead of teams waiting for perfect data or algorithmic certainty. While others optimized dashboards, she optimized dialogue.

Aggressive Does Not Mean Unethical

Persistence is often misunderstood. Aggressive selling is not pressure without value. It is confidence in the solution. When a seller believes deeply that what they offer helps, asking again becomes responsibility, not nuisance.

Sheikha’s approach reflects this belief. She does not stop at the first objection. She listens, reframes, and asks again. That willingness to stay in the conversation is where most deals are either won or abandoned.

Building a Brand Through Repetition

Recording calls did more than generate attention. It reinforced discipline. When every call might be shared, preparation improves. Language tightens. Listening becomes sharper.

Over time, repetition compounds. Hundreds of calls turn into thousands. Patterns emerge. Objections repeat. Confidence grows.

This repetition is what sales training often overlooks. Skill is not built by understanding concepts. It is built by exposure to reality.

Generational Shifts and Visibility

For many experienced professionals, being on camera feels unnatural. For Sheikha’s generation, visibility is default. The difference is not comfort. It is acceptance of imperfection.

Sales rewards those willing to adapt. Refusing to show up publicly is no longer neutral. It is a competitive disadvantage.

Visibility does not require theatrics. It requires presence.

Protecting Emotional Consistency

One of the most mature insights from the conversation is her focus on emotional control. Sales creates highs and lows. Without regulation, momentum becomes unsustainable.

She learned early to avoid celebrating prematurely. Deals are not real until money clears. This mindset protects focus and prevents burnout.

Professional selling is not emotional suppression. It is emotional management.

Why This Model Scales

Live cold calling is not about virality. It is about trust. Trust scales faster than persuasion. When buyers see how you operate, friction decreases.

For her staffing business, this visibility shortened sales cycles and pre qualified prospects before the first meeting. Content became a silent partner in every conversation.

Sales did not change. The transparency around it did.

The Real Takeaway

Cold calling did not make Sheikha successful because it is old school. It made her successful because it forced skill development, accountability, and visibility.

Sales rewards those who execute publicly and consistently.

The phone is still the fastest path to truth.

Watch the full Close The Deal Podcast episode to hear Sheikha Al-Otaibi break down how real conversations and live execution create a modern sales advantage.

40 Simon Sinek Quotes on Leadership, Purpose, and Starting With Why

Thu, 01 Jan 2026 01:36:01 GMT

Timeless lessons from the author of Start With Why and one of the most influential voices in modern leadership.

You’ll discover Simon Sinek’s sharpest insights on purpose, trust, courage, and building organizations that last .

YOU WILL LEARN:

How purpose driven leadership builds trust
Why great leaders start with why
How to create cultures where people feel safe
Why long term thinking beats short term wins
What courage based leadership actually looks like

The quotes below are not collected for inspiration alone. They reflect principles of leadership, trust, and purpose that I’ve seen tested under real pressure.

I didn’t fully understand the power of why until I was forced to live it.

Before Hurricane Katrina, my role leading the Louisiana Seafood Promotion and Marketing Board was what most marketers would call fun. We promoted chefs on television, told stories about Louisiana seafood, ran marketing campaigns, and felt that familiar dopamine hit when the community responded. Marketing was about exposure, creativity, and momentum.

Then Katrina hit, and everything changed.

Over two and a half billion dollars in Louisiana seafood sales came to a halt overnight . Marketing stopped being about promotion and became about purpose. The question was no longer how do we market Louisiana seafood. It became why do these fishing communities matter . Five, six, and seven generations of fishing families were suddenly at risk of disappearing.

Our work shifted from selling a product to restoring trust. We had to let the world know our seafood was safe, that fishermen who still had boats were back on the water, and that these communities were fighting to survive. Every interview, every commercial, every message carried the same underlying truth. This wasn’t about sales. It was about preserving livelihoods, heritage, and a way of life.

Our "why" became crystal clear. The work no longer felt transactional. It became personal.

That experience is why the ideas of Simon Sinek resonate with me so deeply. He didn’t give language to a theory our team hadn’t tested. He gave language to something we had already lived. Purpose is what sustains effort. Belief is what creates endurance. And when people understand why the work matters, they will do far more than any incentive could ever demand.

Simon Sinek's Quotes

Leadership, Purpose, and the WHY

“People don’t buy what you do. They buy why you do it.”
“Working hard for something we don’t care about is called stress. Working hard for something we love is called passion.”
“There are leaders and there are those who lead. Leaders hold a position of power. Those who lead inspire us.”
“Leadership is not about being in charge. It’s about taking care of those in your charge.”
“The goal is not to be perfect by the end. The goal is to be better today.”
“When people are financially invested, they want a return. When people are emotionally invested, they want to contribute.”
“Customers will never love a company until the employees love it first.”
“Trust is built when leaders consistently act in the best interest of others.”
“A star wants to see themselves rise to the top. A leader wants to see those around them rise to the top.”
“The responsibility of leadership is not to come up with all the ideas, but to create an environment in which great ideas can happen.”
“Leadership requires two things: a vision of the world that does not yet exist and the ability to communicate it.”
“The WHY is just a belief. But beliefs drive behavior.”
“If you hire people just because they can do a job, they’ll work for your money. If you hire people who believe what you believe, they’ll work with blood and sweat and tears.”

Trust, Teams, and Culture

14. “A team is not a group of people who work together. A team is a

group of people who trust each other.”

15. “When we feel safe among our own, the natural response is trust

and cooperation.”

16. “Strong cultures are not built by slogans. They’re built by behavior.”

17. “Trust is not a checklist. It’s a feeling.”

18. “Bad cultures are created when people feel they must protect

themselves from each other.”

19. “The true price of leadership is the willingness to place the needs

of others above your own.”

20. “You don’t earn loyalty in a day. You earn loyalty day by day.”

21. “Healthy cultures are formed when leaders choose courage

over comfort.”

22. “People don’t fear change. They fear loss.”

23. “When leaders look out for their people, the people look out for the business.”

24. “Culture is not what you say. It’s what you tolerate.”

25. “We achieve more when we chase the cause, not the applause.”

Courage, Vision, and Long Term Thinking

26. “Leadership is a practice, not a position.”

27. “The hard work isn’t deciding what you want. The hard work is

finding the courage to pursue it.”

28. “You cannot make everyone happy. You can only be clear.”

29. “Integrity is choosing courage over comfort.”

30. “Short term wins often come at the expense of long term trust.”

31. “Those who play the long game are willing to sacrifice today

for tomorrow.”

32. “Vision without action is a dream. Action without vision is

a nightmare.”

33. “We are not responsible for the results. We are responsible for

the effort.”

34. “Consistency builds trust faster than intensity.”

35. “The courage to lead is the courage to put people first.”

36. “The goal is not to beat competitors. The goal is to outlast them.”

37. “Progress happens when we commit to the journey, not

the scoreboard.”

38. “The safest way to grow is to do the right thing consistently.”

39. “Leadership is not about being fearless. It’s about acting

despite fear.”

40. “The best leaders leave a legacy of people who believe

in themselves.”

Closing Thought

Your "why" will no doubt power you through the everyday moments. Your "why" will prove to be invaluable and indispensable through crisis.

Keep in mind, just after we were finally back as a seafood industry and as a community, our commercial fishermen were hammered again by the BP oil spill. We started rebuilding all over again from scratch. Without "why", that would have been impossible .

Save these quotes. Share them with your team. Use them as prompts the next time you’re building culture, leading through uncertainty, or asking people to commit to something bigger than a transaction.

FAQ – Simon Sinek

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Painter1

Sat, 27 Dec 2025 00:39:21 GMT

Mentorship That Delivers How Painter1 Fast-Tracks Franchisee Success

This Franchise Profits edition of the Close The Deal Podcast features mentor Keith alongside new Painter1 franchisees Mike and Dallas as they share how hands-on coaching and proven systems accelerate early success.

In this Franchise Profits edition of the Close The Deal Podcast, we examine what truly separates Painter1 from other franchise systems. Through real conversations with mentor Keith and new franchisees Mike and Dallas, this episode explores how hands-on mentorship, purpose-built software, and a community-first culture remove guesswork and accelerate early franchise success. Rather than learning through trial and error, Painter1 owners are coached to operate with clarity, confidence, and speed from day one.

15 Close The Deal Mindset Quotes on Mentorship and Franchise Success

Keith (mentor)

“Marketing is fuel. Without it, your business starves.”
“You’re not just painting walls—you’re building a system.”
“Look at your numbers—they tell the story of your business health.”
“Mentorship isn’t theory—it’s field-tested wisdom.”
“Networking is marketing, and marketing drives momentum.”

Dallas (mentee)

“I didn’t come from painting, but I came with purpose.”
“I wasn’t expecting this level of real-time support - it’s a game changer.”
“As a data guy, I was skeptical. But now I’m in the field and it works.”
“You don’t have to do this alone. That makes all the difference.”
“Being part of a community removes the loneliness of entrepreneurship.”

Mike (mentee)

“What one man can do, another can do—with the right systems.”
“I was on cruise control. This business reawakened my love for learning.”
“Keith gave me a template for success—I just had to follow it.”
“I needed a proven system. I didn’t have time to fail and figure it out.”
“Now I hear 'no' more often—but every no gets me closer to a yes.”

Close The Deal Player

Painter1 Mentor Training in Knoxville, TN

Close The Deal Podcast

Painter1 - Ewell Smith

The Power of Mentorship: How Painter1 Accelerates Franchisee Success

A Mentorship Model That Pulls Time Forward

At Painter1, mentorship isn’t a suggestion—it’s a system. The latest episode of the Franchise Profits edition of the Close The Deal Podcast shines a spotlight on a unique franchise culture that pairs new owners with seasoned mentors. This episode features Keith, a successful franchisee and mentor, and two new franchisees—Mike and Dallas—who are already seeing results just weeks after launching their businesses.

Meet the Mentor: Keith’s Unconventional Journey

Before launching his Painter1 location, Keith had done everything from athletic field maintenance to building boats. But it was his transition from fire and water restoration to commercial painting that laid the groundwork for his success. With four years under his belt and deep experience managing $13M+ in commercial projects, Keith joined Painter1 to take full control of his future—on his own terms. The “Empower the Owner” philosophy drew him in, and the mentorship program made him stay.

Why Mentorship Matters in Franchising

Keith explains that being a mentor means helping new owners avoid the “paint and pray” approach. It’s not about just slapping color on walls—it’s about understanding business KPIs like:

Speed to estimate
Estimate-to-close conversion
Cost of goods sold (COGS)
Marketing ROI

He teaches mentees how to spot early warning signs in their numbers, pivot fast, and maintain healthy margins. But more than that, Keith’s mentorship creates confidence—rooted in real-world guidance.

From Principal to Painter: Mike’s Encore Career

Mike, a former middle school principal, spent three decades managing the “holy trinity of students, teachers, and parents.” But when it was time for a second act, he didn’t want to build from scratch. Franchising offered him the support system he needed—one with a proven playbook, mentorship, and quick ramp-up.

In just a few weeks, Mike completed his first job and is now translating his background in systems, operations, and leadership into franchise success. As he puts it: “What one man can do, another can do—with the right systems and support.”

Dallas: From Corporate Finance to Field Estimates

Dallas worked in FP&A at General Motors and later for a family office doing M&A and portfolio management. With an analytical mind and high-income expectations, Dallas had been searching for a business to acquire when franchising crossed his radar. He evaluated 20+ brands before choosing Painter1 for its:

Low startup costs
Quick path to revenue
Transparent, accessible leadership
Formalized mentorship structure

Today, he’s running estimates, building systems, and leaning on his mentor Keith for real-time support. The kicker? Dallas had no painting experience—yet he’s already confident in his ability to scale.

What Sets Painter1 Apart

Several differentiators make Painter1 a standout in the home services space:

Mentorship Program : Mentees are guided by active franchisees who still run their own profitable locations.
Exclusive Software : Built by co-founder Conrad, the software handles:
CRM functions
Estimate creation
Marketing automation and lead nurturing
Cost tracking and business analytics
Oversized Territories : With territories of up to 200,000 households, franchisees are set up to scale big—without overlap.
Equity Ownership : Every franchisee earns a stake in the broader brand’s success.
Sherwin-Williams Rebate Program : Franchisees receive paint rebates, directly impacting profitability.

Mindset Shift: From Technician to Business Owner

All three guests emphasize one universal truth: you don’t need to pick up a paintbrush to run a Painter1 franchise. What you do need is the right mindset. With mentorship, software, systems, and community in place, Painter1 is redefining what it means to be a franchisee. You’re not just opening a business—you’re joining a movement.

As Keith puts it, “Networking is marketing. Marketing is fuel. Mentorship is the accelerator.”

Closing Thoughts

Mentorship at Painter1 isn’t just a perk—it’s the core engine driving rapid franchisee ramp-up, confidence, and success. Keith, Mike, and Dallas each bring different skills to the table, but with the right systems and community, they’re all painting a brighter future - faster.

40 Seth Godin Quotes to Transform Your Marketing, Mindset, and Creative Leadership

Sat, 20 Dec 2025 01:51:50 GMT

Timeless lessons from the author of Permission Marketing and one of the most influential voices in modern marketing

You’ll discover Seth Godin’s sharpest insights on trust, creativity, courage, and building work that spreads.

YOU WILL LEARN:

How permission-based marketing builds trust
Why remarkable work spreads
How to overcome fear and ship ideas
How to think more creatively
What courageous leadership looks like

I heard Seth Godin speak early in my career at the Promotional Products Association conference at the end of the Navy Pear In Chicago. He was the keynote speaker just as his new book Permission Marketing was changing how people thought about attention and trust.

It left a mark on me to the point I literally remember where I heard him speak. His message was simple but radical for the time. You don’t earn customers by interrupting them. You earn them by respecting them.

That idea shaped how I’ve approached marketing ever since, from rebuilding industries after crises to helping entrepreneurs and sales professionals close more deals with clarity and intention.

Seth’s work continues to be a compass for anyone who wants to build something meaningful, so I pulled together his most powerful quotes to help you sharpen your thinking and your craft.

Marketing and Permission-Based Influence

Seth Godin challenged marketers to stop interrupting people and start earning attention. These quotes reflect the core belief behind Permission Marketing: trust is built when people choose to listen, not when they’re forced to.

“Marketing is the act of telling a story about the things we make in a way that compels people to buy.”
“Permission marketing is the privilege of delivering anticipated, personal and relevant messages to people who actually want them.”
“People do not buy goods and services. They buy relations, stories, and magic.”
“Marketing is no longer about the stuff you make, but about the stories you tell.”
“Be so good they can’t ignore you is great advice. But even better is be so good people can’t help but talk about you.”
“Earn trust, earn trust, earn trust. Then you can worry about the rest.”
“Your brand is not what you say it is. It’s what they say it is.”
“The goal isn’t to be liked. The goal is to be trusted.”
“The best marketing doesn’t feel like marketing.”
“Interruption is expensive. Permission is priceless.”
“Remarkable does not mean remarkable to you. It means worth making a remark about.”
“Average is invisible.”
“If you try to please everyone, you will please no one.”

Creativity, Art, and Bold Work

Creativity, in Seth Godin ’s world, isn’t about talent or inspiration. It’s about choosing to show up, ship the work, and accept the discomfort that comes with making something that might matter.

14. “Art is a personal gift that changes the recipient.”
15. “Make art. Not because you’re told to, but because you choose to.”
16. “The reason they want you to fit in is that once you do, they can

ignore you.”
17. “Ship the work. Real artists ship.”
18. “Waiting for perfect is never as smart as making progress.”
19. “Creativity is an act of leadership.”
20. “Anxiety is experiencing failure in advance.”
21. “The cost of being wrong is less than the cost of doing nothing.”
22. “Artists are people with a genius for finding the new and challenging the status quo.”
23. “The only thing worse than starting something and failing is

not starting something at all.”
24. “Everyone is creative. The only question is whether you choose

to unlock it.”
25. “Fear is the soul’s way of saying there’s something worth doing.”
26. “The work you’re avoiding is the work that might change your life.”

Leadership, Risk, and the Courage to Stand Out

Godin reframes leadership as a decision, not a title. These ideas challenge the instinct to play it safe and remind us that progress only happens when someone is willing to take responsibility, create tension, and move first.

27. “Leadership is the act of making things better by making people feel bigger.”
28. “Initiative is taken, not given.”
29. “Playing it safe is riskier than taking a chance.”
30. “Your job is not to be perfect. Your job is to be interesting.”
31. “Vulnerability is the birthplace of innovation.”
32. “Culture is a consequence of the actions of leaders, not

the intentions.”
33. “Change is not a threat. It’s an opportunity.”
34. “If it scares you, it might be a good thing to try.”
35. “You can’t be seen until you learn to see.”
36. “The future belongs to those who create it.”
37. “Comfort is the enemy of progress.”
38. “Standing out is more important than fitting in.”
39. “You are your most important project.”
40. “Leaders create forward motion by helping people see what

is possible.”

Save these quotes, share them with your team, and use them as prompts the next time you're building a brand, launching a campaign, or leading a sales conversation. For more insights, explore the Close The Deal Podcast and download the Sales Training Rankings PDF.

FAQ - Seth Godin

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How AI Helped a Veteran Producer Create 50 Songs in 90 Days -Steve Scaffidi

Tue, 16 Dec 2025 17:40:42 GMT

A masterclass on using AI without losing authenticity.

This podcast includes the full Alabama Crimson Tide's New Song - Roll Baby Roll to close the show - our goal is to help you rethink creativity momentum and how to use AI tools without compromising your voice.

We also include the Top 3 AI Tools For Music Production Below.

You will learn:

• Why not creating is the most dangerous mistake a creator can make
• How AI can amplify talent instead of replacing it
• What separates tool users from true creators
• How to accelerate output without sacrificing quality
• Why ownership of ideas still matters more than technology

In this episode of Close The Deal, Ewell Smith sits down with veteran producer and filmmaker Steve Scaffidi to explore creativity reinvention, AI powered momentum, and why the real risk is quitting, not evolving.

Steve Scaffidi's Top 13 Close The Deal Mindset Success Quotes:

Mindset

1. “ The most dangerous thing a creator can do is not create ”
2. “ Don’t quit even when it feels like the door has slammed shut ”
3. “ If you can hear the music, you already have the gift ”
4. “ Momentum comes from action, not permission ”
5. “ Tools don’t create vision, people do ”

Creativity and Craft

6. “ If you can write a poem, you can write a song ”
7 . “ These are glorified demos but they open real doors ”
8. “ The work still matters the tools just speed it up ”

Marketing and Ownership

9. “ You need a hook before you need perfection ”
10. “ If you misuse AI, people can feel it immediately ”
11. “ Speed creates leverage when paired with intention ”
12. “ Producers who ignore AI will get left behind ”
13. “ Creativity belongs to the person willing to just do it. ”

TOP 3 AI Tools For Music Production

Suno (Steve's favorite)
https://suno.com
Creates full songs with vocals and structure when guided by a human songwriter.

Udio
https://www.udio.com
Delivers high quality music with rich instrumentation and strong production depth.

Soundraw
https://soundraw.io
Generates customizable royalty friendly instrumental tracks for creators and brands.

Connect with Steve Scaffidi

You Tube: https://www.youtube.com/@AintTooLateMusic

Close The Deal Podcast Player:

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Close The Deal Podcast With Steve Scaffidi

Producer

The Creative Cost of Not Creating

The silent danger creators ignore

Steve Scafffidi opens with a statement that stops most creators in their tracks. The most dangerous thing a creator can do is not create. Not failure. Not rejection. Not criticism. Silence. Over decades in music television and live production, Steve has seen talent stall not because of ability but because of hesitation.

He tells a story of a friend who calls himself a writer but has been working on the same screenplay for thirty years. The idea never died. The execution did. That gap between intention and action is where most creative dreams quietly disappear.

Why momentum matters more than perfection

Creating is not about waiting until conditions are perfect. It is about putting something on the field. Steve emphasizes that creative momentum compounds the same way business momentum does. Each completed project sharpens instinct and confidence.

Creators who wait for validation often never start. Creators who ship imperfect work learn faster than those who plan endlessly.

A lifetime of credibility

Steve Scaffidi is not new to production. His resume spans MTV music videos, major concert productions, and work with icons like Jerry Lee Lewis, Roy Orbison, Gladys Knight and George Jones. He understands craft, collaboration, and the grind of traditional production.

That background matters because his embrace of AI is not naive or reckless. It is informed. He knows what real musicianship and production require.

The problem with the old model

Traditional music production demands time money and coordination. Studio musicians schedules and budgets slow the process. Steve shared how he once spent a year trying to get a single collaborator to move a project forward.

For many creators that friction kills momentum. Not because the idea lacks merit but because execution becomes exhausting.

AI as a Tool Not a Crutch: Writing still comes first

Steve is clear about one thing. AI does not write his songs. He does. Every lyric every hook every structure comes from him. AI becomes the instrument that brings the song to life not the author of the idea.

This distinction matters. Audiences can sense when work is generated instead of created. Authenticity still shows up even when technology is involved.

Unlocking dormant creativity

Before discovering AI powered music tools Steve had written over two hundred songs that never left paper. After Hurricane Katrina destroyed his songbook the emotional toll stopped him from writing for years.

In the last ninety days alone he has written over fifty songs. Not because he suddenly became more talented but because the barrier between idea and execution disappeared.

Speed Changes Everything (from one song to a catalog)

What once took months now takes days. Steve describes these songs as glorified demos but that framing understates their value. A catalog changes how creators show up in conversations with artists labels and collaborators.

Instead of pitching an idea verbally he can now send a link and let the work speak.

Why acceleration creates leverage

Speed allows experimentation. Experimentation creates learning. Learning builds confidence. This cycle fuels momentum. Steve’s Alabama anthem Roll Baby Roll gained thousands of views quickly not because it was perfect but because it existed.

Creators who move fast gain optionality. Those who wait gain doubt.

Marketing Lessons Hidden in Music

Start with the hook. Steve approaches songwriting like marketing. He begins with the hook. Roll Baby Roll came before the verses. Just like content creators need a compelling opening musicians need a memorable anchor.

Attention is earned in seconds. Whether in music or business the hook determines whether people stay.

Know the audience first. Steve worked backward. Alabama fans first. Football fans second. General music fans third. Every creative decision tied back to who would care and why.

This mindset applies to every creator regardless of medium. Creation without audience awareness is just noise.

Reinvention Is a Choice

It is never too late: Steve’s YouTube channel is called Ain’t Too Late Music for a reason. Turning seventy did not stop him from experimenting. If anything it freed him from fear.

Reinvention does not require abandoning experience. It requires reapplying it with new tools.

The lesson he would tell his younger self: If Steve could go back he would tell himself one thing. Do not quit. Injuries ended his football dreams. Quitting shaped his creative detours. Yet those experiences now fuel his persistence.

The fire that drives him today was lit decades ago by disappointment.

Closing Reflection

Creators do not lose relevance because of technology. They lose relevance when they stop creating. AI did not replace Steve Scafe. It unlocked him.

The future belongs to those willing to use new tools without surrendering authorship.

Why Business Owners Stay in the Weeds and How to Break Free: Sam Caruso

Mon, 15 Dec 2025 23:03:01 GMT

Working on the Business vs In It (Wrong Work). How Better Questions Lead to Better Leadership Decisions

You will learn:

• Why being busy does not mean you are making progress
• The hidden trust issues behind micromanagement
• How to stop firefighting and start thinking strategically
• Why asking better questions matters more than having answers
• How peer accountability accelerates clarity

Many business owners feel stuck even when their company is growing. In this episode of Close The Deal, Ewell Smith sits down with Sam Caruso, a Vistage Chair based in New Orleans, to unpack why leaders get trapped in the weeds and how to regain clarity, confidence, and control.

Sam Caruso's Top 15 Close The Deal Mindset Success Quotes:

Trust Quotes

"Most leaders struggle because they do not trust their team as much as they think they do."

2. "Control often shows up when trust is missing."

3. "Leadership improves when you stop trying to do everything yourself."

4. "Trust is built by letting others own outcomes."

5. "You cannot grow if everything depends on you."

Sales Process Quotes

6. "Closing the deal means solving the right problem."

7."If you are selling before listening, you are already off track."

8. "Real progress happens when clarity replaces urgency."

9. "Better questions create better outcomes."

10."Sales is about alignment, not pressure."

Mindset or Marketing Quotes

11. "Busy work feels productive but rarely moves the needle."

12. "Most leaders are asking the wrong question."

13. "You cannot see blind spots without a mirror."

14. "High performance does not automatically make you a great leader."

15. "Growth starts when you slow down enough to think."

Connect with Sam Caruso

Close The Deal Podcast Player:

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Close The Deal Podcast With Sam Caruso

Vistage Chair

Working on the Business vs In It

How Better Questions Lead to Better Leadership Decisions

Running a business often feels like a constant balancing act. You are responsible for vision, growth, culture, people, and results, yet most days are consumed by urgent issues, interruptions, and decisions that demand immediate attention. Over time, many business owners and leaders begin to feel stuck. Not because they lack ability, but because they are too deeply embedded in the day to day operations to step back and think clearly.

In this episode of Close The Deal, I sat down with Sam Caruso, Vistage Chair and executive advisor, to unpack one of the most common and dangerous traps leaders fall into today. Working in the business instead of on it. What followed was a powerful conversation about leadership isolation, asking the wrong questions, and how clarity often comes not from working harder, but from slowing down long enough to see the real issue.

This blog breaks down the key insights from our discussion and shows how asking better questions can fundamentally change how you lead, decide, and grow.

The Hidden Cost of Being in the Weeds

Most business owners do not intend to micromanage. It usually starts as involvement. Then concern. Then control. Before long, leaders find themselves deeply embedded in decisions that should not require their attention.

Sam sees this pattern constantly.

Leaders convince themselves they are being diligent when in reality they are avoiding something harder. Letting go. Trusting others. Creating systems that allow the business to operate without their constant presence.

When leaders stay in the weeds, the business may continue to function, but it does not scale. Growth stalls. Energy drains. The leader becomes the bottleneck without realizing it.

Isolation at the Top Is Real

One of the most overlooked challenges of leadership is isolation. The higher you go, the fewer people you can speak with honestly. Employees filter information. Advisors have agendas. Even boards often respond with what they think the leader wants to hear.

Sam describes this as one of the primary reasons leaders remain stuck. Not because they lack intelligence or experience, but because they lack a true mirror.

Without honest feedback, blind spots grow. Patterns repeat. Problems feel harder than they should. This is why peer based advisory environments work. They remove hierarchy. They remove competition. They create space for truth.

Why Leaders Ask the Wrong Question

A powerful moment in our conversation centered on a real example from one of Sam’s Vistage group sessions. A business owner came in asking how to deal with a team member who was not aligned with company culture.

On the surface, it sounded like a personnel issue.

Through careful questioning, the group uncovered something deeper. The leader had never clearly defined what the company culture actually was. Expectations lived in her head but were never documented, communicated, or reinforced.

The question shifted from how do I fix this person to how do I define the culture of my business.

That single shift changed everything. Better questions lead to better decisions. And most leadership problems are really clarity problems in disguise.

Working On the Business Requires Space

Many leaders claim they do not have time to think strategically. Sam challenges this belief directly.

The issue is not time. It is protection.

Leaders often know exactly when they are most focused and energetic. Early mornings. Quiet windows. Uninterrupted blocks. Yet those are rarely defended. Instead, strategic work is postponed until everything else is done. Which means it never gets done.

Sam shared a simple but powerful exercise. Schedule fifteen minutes a day during your highest energy window and protect it. Use it only for thinking, planning, or reflection.

Small, consistent space creates momentum. Momentum creates clarity.

Control Often Masks Trust Issues

One of the most honest insights from the episode was this. When leaders struggle to step back, it is often not about competence. It is about trust.

Trust in systems. Trust in people. Trust that things will not fall apart without constant oversight.

Sam sees leaders who are already paying people to do the work, yet they still feel compelled to redo, review, and redecide everything.

This behavior exhausts everyone involved.

Strong leaders shift from doing to guiding. From controlling to coaching. From reacting to designing.

The Power of Peer Accountability

What separates insight from action is accountability.

In Sam’s groups, leaders do not just talk through problems. They commit to specific actions. They assign accountability. They revisit progress.

This structure removes isolation and replaces it with momentum.

When leaders know they will be asked what they did, clarity turns into execution.

Leadership Is About Solving the Right Problem

One of the most important moments in the episode came when Sam defined what closing the deal means to him. It is not about selling. It is about solving the right problem.

This philosophy applies far beyond sales. Leadership decisions improve when leaders stop reacting to symptoms and start diagnosing causes.

When you solve the right problem, progress feels lighter. Decisions feel clearer. Results follow naturally.

Final Thoughts: Better Thinking Creates Better Leadership

The difference between leaders who feel stuck and those who scale is not intelligence or effort. It is perspective.

Working on the business requires space, trust, and better questions. It requires stepping back long enough to see patterns instead of fighting fires.

This conversation with Sam Caruso is a reminder that leadership is not about doing more. It is about thinking better.

If you are feeling stretched, isolated, or buried in day to day decisions, this episode will resonate deeply. It will challenge how you think about your role and help you see where clarity begins.

Overcoming Failure Quotes That Help You Learn, Grow, and Move Forward

Sat, 13 Dec 2025 05:37:24 GMT

Failure is part of every meaningful journey, especially in business, leadership, and life.

If you are searching for overcoming failure quotes, chances are you are not looking for clichés. You are looking for perspective. You want to understand how to reframe setbacks, learn from mistakes, and keep moving forward when quitting feels close. These quotes are meant to do exactly that.

Failure does not mean you are finished.

It means you are still learning.

Why Failure Is Essential for Growth and Success

Failure, without question, is an essential point on life’s journey, particularly in business. Yet many of us grow up learning to fear it instead of understanding it.

Growing up, I remember hearing my uncle criticize an entrepreneur he knew. All he saw were the failed businesses. What he didn’t see was that he was failing forward. Yes, he lost a couple of businesses along the way. But today, he has built one of the largest seafood businesses in Louisiana.

He did not get there because everything worked.

He got there because of what he learned when things didn’t.

That lesson stayed with me.

Too often, parents, teachers, and even well-meaning mentors place unrealistic expectations on people to never fail. But that expectation does not align with reality. Anyone who has ever played baseball understands this instantly. A batting average is, at its core, a failure ratio. Even the best hitters fail more often than they succeed.

And yet, they are not defined by their misses.

They are defined by how they respond.

What “Failing Forward” Really Means

- Failing forward is how we grow.
- Failing forward is how we build businesses.
- Failing forward is how we develop skills, relationships, and resilience.

Failure is not the opposite of success. It is part of the process.

The real danger comes when we give failure too much power. When the fear of failure keeps us from trying at all, we have fed the wrong monster.

Avoiding failure at all costs often leads to avoiding growth entirely.

The true value of failure is not in the pain of it, but in what it teaches us.

When you see failure as feedback, setbacks become stepping stones.

When you understand that failure is a teacher, not a verdict, you give yourself permission to keep moving forward.

The overcoming failure quotes below are meant to remind you of that truth. I hope they serve you well; not in spite of your failures, but because of them.

Overcoming Failure Quotes About Growth, Resilience, and Success

These quotes are reminders that failure is not the end. It is often the beginning of something better.

“Failure is simply the opportunity to begin again, this time more intelligently.”
Henry Ford

“Success is stumbling from failure to failure with no loss of enthusiasm.”
Winston Churchill

“I have not failed. I’ve just found ten thousand ways that won’t work.”
Thomas Edison

“Only those who dare to fail greatly can ever achieve greatly.”
Robert F. Kennedy

“Failure is a bruise, not a tattoo.”
Unknown

“There is no failure except in no longer trying.”
Chris Bradford

“If you’re going through hell, keep going.”
Winston Churchill

“Failure should be our teacher, not our undertaker.”
Zig Ziglar

“Most great people have attained their greatest success just one step beyond their greatest failure.”
Napoleon Hill

“It’s fine to celebrate success, but it is more important to heed the lessons of failure.”
Bill Gates

“Failure is unimportant. It takes courage to make a fool of yourself.”
Charlie Chaplin

“Every adversity, every failure, every heartache carries with it the seed of an equal or greater benefit.”
Napoleon Hill

“A setback is a setup for a comeback.”
Unknown

“Failure is delay, not defeat.”
Denis Waitley

“Failure is a detour, not a dead end.”
Zig Ziglar

“There is no innovation and creativity without failure.”
Brené Brown

“The only real mistake is the one from which we learn nothing.”
Henry Ford

“You miss 100 percent of the shots you don’t take.”
Wayne Gretzky

“It’s not how far you fall, but how high you bounce that counts.”
Zig Ziglar

“Failure is the condiment that gives success its flavor.”
Truman Capote

“The comeback is always stronger than the setback.”
Unknown

“Success is not built on success. It is built on failure.”
Sumner Redstone

“Failure is an event, not a person.”
Zig Ziglar

“Don’t be afraid to fail. Be afraid not to try.”
Michael Jordan

“Failure is not fatal, but failure to change might be.”
John Wooden

“The phoenix must burn to emerge.”
Janet Fitch

“A person who never made a mistake never tried anything new.”
Albert Einstein

“Failure is simply feedback.”
Unknown

“If you learn from defeat, you haven’t really lost.”
Zig Ziglar

“You build on failure. You use it as a stepping stone.”
Johnny Cash

“Failure is success if we learn from it.”
Malcolm Forbes

“Success is often achieved by those who don’t know that failure is inevitable.”
Coco Chanel

“What defines us is how well we rise after falling.”
Lionel Messi

“Failure is not falling down but refusing to get back up.”
Chinese Proverb

“Failure is the tuition you pay for success.”
Walter Brunell

“Every failure brings with it the seed of an equivalent success.”
Napoleon Hill

“Sometimes you win. Sometimes you learn.”
John C. Maxwell

“You don’t drown by falling in the water. You drown by staying there.”
Edwin Louis Cole

“It always seems impossible until it’s done.”
Nelson Mandela

“Every champion was once a contender who refused to give up.”
Rocky Balboa

“Growth and comfort do not coexist.”
Ginni Rometty

“Our greatest glory is not in never failing, but in rising every time we fail.”
Confucius

Failure looks different for everyone, but the lesson is always the same. What matters most is not avoiding the fall, but choosing to rise again. The questions below address some of the most common concerns people have when facing failure.

Frequently Asked Questions About Failure

Check out t he Mozi Mindset

Check out Overcoming Fear Quotes That Push You Forward When It Counts

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Alex Hormozi Quotes to Level Up Your Sales Mindset and Momentum in 2026

Sat, 13 Dec 2025 02:47:24 GMT

Alex Hormozi's discipline, focus, and execution principles that help you sell more, grow faster, and break through the ceilings holding you back.

How This Post Will Help You

Alex Hormozi is known for his direct, no nonsense approach to growth and business execution. These quotes will help you eliminate excuses, strengthen your mindset, sharpen your sales skills, and develop the discipline required to move faster and achieve more in 2026.

You Will Learn

• How high performers think about discipline
• How to build confidence through competence
• How to approach selling and scaling with clarity
• How to eliminate overwhelm and take massive action
• How to reset your mindset heading into 2026

My Perspective on Alex Hormozi and What Caught My Attention

When I first learned about Alex Hormozi, I’ll be honest, I saw the guy with the beard and flannel shirts (tape over his nose half the time) and thought, who is this guy? Then I started listening to his podcast. And as a podcast host myself, I appreciate a great podcast. It didn’t take long to realize he was running a very good show. Clear thinking. No fluff.

As I listened more, I paid closer attention. Over time, he started talking about the promotion of his new book. At first, I assumed it would be a typical book launch. Then the ads started showing up. And they kept showing up. They were aggressive, but they were also different. Creative. Intentional. Visually consistent. The messaging, the colors, the repetition. It was clear none of it was accidental.

What stood out to me was how closely the marketing matched the way Hormozi approaches business. Everything felt processed, deliberate, and tested. When you understand his journey, from selling supplements and building gyms to where he is today, the discipline behind the launch makes complete sense. It wasn’t hype. It was execution at scale.

That’s when I really leaned in. Not because of the noise, but because of the consistency between how he thinks, how he builds, and how he shows up.

Proof Beats Hype

Alex Hormozi is on a roll. After selling nearly three million copies of his newest book in just 24 hours and earning a Guinness Book of World Records title for the fastest selling nonfiction book, generating more than one hundred million dollars in reported sales over that launch weekend, he proved once again that people do not want hype. They want truth they can actually use.

Who else do you know who has a Guinness World Record for sales, much less for a book?

In the process, he reshaped what many people believe is possible. His formula remains simple and consistent. Discipline beats motivation. Focus beats distraction. Execution beats everything. The quotes below capture the mindset behind those results and can help sharpen your own as you move into 2026.

ALEX HORMOZI QUOTES BY CATEGORY

Sales Quotes

“If you can't sell, you can't build a business.”
“Money chases value. Provide more value.”
“The market doesn’t pay you for effort. It pays you for outcomes.”
“Volume negates luck.”
“Every skill you want is on the other side of reps.”
“The bigger the problem you solve, the bigger the paycheck.”
“Success is rented. The rent is due every day.”
“Hard work works. It’s the only thing that ever has.”
“You don’t need more goals. You need more execution.”
“Most people want the outcome but not the process.”

Mindset Quotes

11. "You become confident by becoming competent.”

12. “Most people don’t fail because they’re not capable; they fail

because they’re not consistent.”

13. “You don’t need more time. You need more focus.”

14. “Your actions reflect your priorities.”

15. “Your future is built by the choices you make when no one

is watching.”

16. “If you’re not embarrassed by who you were last year, you’re

not growing.”

17. “Comfort is the enemy of achievement.”

18. “You’re not overwhelmed. You’re under-prioritized.”

19. “Fear is a compass. It shows you where to go.”

20. “People who blame never win.”

Discipline and Execution Quotes

21. “Discipline is doing the boring work.”

22. “The only way to get better at doing something is by doing it.”

23. “Skills are earned. Not given.”

24. “The people who win are the ones who’re willing to do the work

long after others have stopped.”

25. “Clarity comes from action, not thought.”

26. “The more you do, the more you can do.”

27. “The only shortcut is doing the work.”

28. “Repetition is the mother of mastery.”

29. “Your failures are tuition. Pay it and move forward.”

30. “The best way to learn is by failing fast and often.”

Entrepreneurship and Growth Quotes

31. “If you want to be great, you have to outlast most people.”

32. “You can’t lose if you don’t quit.”

33. “Most people are one decision away from a completely different life.”

34. “The person who works the hardest wins.”

35. “Information isn’t power. Applied information is power.”

36. “You can outwork talent when talent doesn’t work.”

37. “The only way to change your life is to change what you tolerate.”

38. “The only shortcut is doing the work.”

39. “Success is just the sum of small efforts repeated.”

40. “Skills are the real unfair advantage.”

Alex Hormozi FAQ and Fun Facts

Check out Top 40 Zig Ziglar Quotes That Help You Close More Deals

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One Call Trust Method with Ari Galper

Wed, 10 Dec 2025 14:29:25 GMT

Ari Galper: How to build trust fast and shift your entire sales approach

You will learn

• why the trust recession makes old sales tactics fail
• how to open calls so buyers feel safe sharing the real story
• how to go deeper into the problem and uncover the cost of inaction
• how to replace closing with onboarding so buyers choose to move forward

The world of selling is changing fast. Buyers have more information, more choices, and more noise coming at them than ever before. Yet the biggest shift has nothing to do with technology, scripts, or tools. It is trust. Trust erodes faster today. Trust is harder to earn. And if you cannot build trust early, the conversation ends before it even begins.

In this episode of Close The Deal, I sat down with Ari, the creator of the One Call Trust Method and a global authority on trust based selling. What he shared redefines how we think about sales calls. It is not about pressure. It is not about charm. And it is not about delivering value in the first few minutes. It is about creating a safe space where buyers feel comfortable telling you the truth about their situation.

Ari Galper's Top 15 Close The Deal Mindset Success Quotes:

Trust Quotes

"Trust is not something buyers give you. It is something you create in the

first moments of the conversation.”

2. “Buyers will not tell you the truth until they feel completely safe

doing so.”

3. “Real trust begins the second you stop trying to sell and start

listening with intention.”

4. “When buyers feel understood, they stop protecting themselves

and start opening up.”

5. “Clarity builds trust and trust creates momentum.”

Sales Process Quotes

6. “Silence in a sales call is not a void. It is an invitation for the

truth to surface.”

7. “The fastest way to lose trust is to rush into solutions before

fully understanding the problem.”

8. “Stop presenting. Start diagnosing. That is how trust is built

and deals move forward.”

9. “The One Call Trust Method replaces pressure with clarity

and persuasion with honesty.”

10. “Onboarding will always outperform closing because buyers

commit when they feel aligned.”

Mindset and Belief Quotes

11. “A calm mind builds more trust than the most polished script.”

12. “Confidence comes from knowing you do not have to push

anyone to make a decision.”

13. “When you lead with curiosity instead of expertise, buyers reveal

what you actually need to know.”

14. “The cost of inaction becomes clear only when you help buyers

see the impact of staying where they are.”

15. “The strongest advantage in a noisy marketplace is the ability

to create trust quickly and consistently.”

Connect with Ari Galper

https://www.TheTrustBook.com

Close The Deal Podcast Player:

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Close The Deal Podcast With Ari Galper

FounderAriAI, Author - The Trust Book

One Call Trust Method with Ari

How to build trust fast and shift your entire sales approach

The world of selling is changing fast. Buyers have more information, more choices, and more noise coming at them than ever before. Yet the biggest shift has nothing to do with technology, scripts, or tools. It is trust. Trust erodes faster today. Trust is harder to earn. And if you cannot build trust early, the conversation ends before it even begins.

In this episode of Close The Deal, I sat down with Ari, the creator of the One Call Trust Method and a global authority on trust based selling. What he shared redefines how we think about sales calls. It is not about pressure. It is not about charm. And it is not about delivering value in the first five minutes. It is about creating a safe space where buyers feel comfortable telling you the truth about their situation.

This blog breaks down the powerful ideas from our conversation and shows how you can begin applying them to your own sales process right away.

The Rise of the Trust Recession

If you have been in sales for any length of time, you have felt it. Buyers are skeptical. They hold back. They want information without commitment. They want insight without giving anything in return. They ghost more than ever before. They shop around. They wait. They delay.

Ari calls this the trust recession.

Buyers no longer believe what they hear at face value

This is not because salespeople are doing something wrong. It is because buyers are overwhelmed. They are constantly pitched to. They are constantly pursued. Every message they receive promises results, speed, shortcuts, or certainty. They have learned to protect themselves.

In a trust recession, the real advantage does not come from selling harder. It comes from creating a space where people feel safe enough to open up.

Old sales tactics collapse under modern pressure

Traditional selling behaviors such as rapport building, showing value early, sharing success stories, or outlining benefits are not wrong, but they are mistimed. When done too early, they trigger resistance. Buyers feel like they are being moved toward a decision they are not ready to make. The guard goes up. The conversation becomes surface level. The real problems stay hidden.

This is where the One Call Trust Method steps in.

The Moment That Changed Everything for Ari

Before creating the trust based selling movement, Ari experienced something that permanently shifted how he viewed sales. After what seemed like a perfect call where every decision maker expressed interest and enthusiasm, he accidentally overheard the discussion that took place after he thought he had hung up.

They were not planning to move forward. They intended to use his information while they shopped for something cheaper.

That moment revealed something most salespeople never hear. Buyers may be polite. Buyers may appear engaged. Buyers may ask thoughtful questions. But it does not mean they trust you enough to tell you the truth about their real intentions.

It showed him that traditional selling was not broken. It was misaligned with how buyers actually make decisions.

The Shift from Selling to Trust Building

The heart of Ari’s method is simple and powerful. Stop trying to sell. Start diagnosing like a doctor.

Why the doctor model works

When you walk into a doctor’s office, you do not expect relationship building or small talk. You expect clarity. You expect expertise. Most of all, you expect the doctor to ask questions that reveal the real concern.

This is the foundation of the One Call Trust Method.

Instead of trying to impress buyers with experience or features, you help them clearly articulate what is not working, how long it has been happening, what it is costing them, and how it impacts their business and their life.

When buyers feel understood, they stop protecting themselves. They become more honest. They share what is really happening behind the scenes.

Trust becomes the natural outcome.

The Top of the Iceberg Question

One of the signature tools in Ari’s approach is the top of the iceberg question. Instead of diving into solutions or gathering quick qualifying data, you say: "If you would not mind, take a step back and walk me through your background and your situation up to the concerns you are facing now."

Then you stop talking.

The silence creates space

Most salespeople rush to fill silence. They want to keep momentum alive. But in trust based selling, silence is not a threat. It is a signal. It shows the buyer that you are not trying to steer the call. You are giving them room to think, reflect, and speak freely.

This is when buyers begin sharing the truth behind the truth. When that happens, the entire energy of the conversation shifts. It becomes deeper, more honest, and more productive.

The Power of Going Deep Instead of Going Wide

Most sales calls stay at a surface level. They diagnose symptoms instead of causes. Ari teaches that you must resist the instinct to present your solution early. Instead, you go deeper into the buyer’s world.

The cost of inaction

One of the most revealing parts of the method is uncovering the cost of doing nothing. Not through pressure. Not through manipulation. Through clarity.

You ask questions such as:

"How has this been affecting your business?"

"How has it been affecting you personally?"

These questions expand the impact of the problem. They help the buyer understand what is at stake if they remain where they are. They see the problem clearly, often for the first time.

When the buyer sees the problem with clarity, the urgency to move forward becomes internal rather than external.

Onboarding Instead of Closing

One of the most surprising shifts in Ari’s approach is replacing the idea of closing with onboarding. Closing carries a sense of pressure and finality. Onboarding carries a sense of partnership and progress.

The roadmap replaces the pitch

Instead of a proposal or a list of services, you show a simple roadmap of how you help people solve the problem. It is not about features. It is about steps. It creates calm. It reinforces clarity. It removes pressure.

Then you ask one of the most powerful questions in business:

"Where would you like to go from here?"

When trust is present, buyers choose to move forward without being pushed.

Final Thoughts: Trust Is the Real Competitive Advantage

In a world filled with noise and constant outreach, trust is the true differentiator. Trust is the reason someone opens up. Trust is the reason someone buys. Trust is the reason someone stays with you long term.

The One Call Trust Method does more than improve your sales process. It transforms how you communicate, understand people, and guide conversations with clarity and confidence.

If you want to reduce ghosting, create momentum, and stop chasing clients, this episode with Ari is essential listening. It will challenge your assumptions, elevate your skills, and reveal a new way to build meaningful business relationships that last.

Top 40 James Clear Quotes to Build Discipline and Momentum in 2026

Mon, 08 Dec 2025 01:35:50 GMT

Build Better Habits, Discipline, and Momentum in 2026

What You’ll Learn

Why small habits compound into extraordinary results
How to build discipline even when motivation fades
How to eliminate friction and make success easier
Why identity shapes behavior — and how to redefine yours
Practical mindset shifts for long-term growth

A New Year, Atomic Habits, and What Actually Works

Every year a this time, everyone starts talking about James Clear and Atomic Habits. Everyone wants to build new habits with the new year. That part is easy to say. Putting it into practice is a whole different thing.

For me personally, mornings matter. A lot.

I love getting up early. Prayer time is important. The gym or a long walk is non negotiable. I am fifty nine years old this year, and movement is critical. When I start my day that way, everything else goes better. When I do not, my days are terrible. That is not theory. That is lived experience.

But as important as morning habits are, there is one habit that may be even more important. And as I write this, I am violating it. That habit is setting an alarm clock to go to bed.

If you want to get up early, you have to go to bed on time. Seven to eight hours of quality sleep is not optional. If you are not physically healthy, if you are not sleeping well, and if you are not eating clean, your habits will break down. And when your habits break down, everything else follows. Your work suffers. Your relationships suffer. Your energy disappears.

That is why Atomic Habits resonates with so many people. It certainly resonates with me. The book is not about perfection. It is about consistency. It is about doing the small things that make the big things possible.

As you move into 2026, I hope these quotes help you think differently about the habits you are building. Not just the ones you want, but the ones you actually live. I am wishing you an excellent, fantastic 2026.

Top James Clear Quotes for Discipline and Momentum in 2026

Quotes on Discipline and Consistency

(How small actions repeated daily create discipline)

“You do not rise to the level of your goals. You fall to the level of your systems.”
“Habits are the compound interest of self-improvement.”
“You get what you repeat.”
“Intensity makes a good story; consistency makes progress.”
“Professionals stick to the schedule; amateurs let life get in the way.”
“Success is the product of daily habits—not once-in-a-lifetime transformations.”
“It’s easier to build new habits than to break old ones.”
“Small habits don’t add up. They compound.”
“You often need less motivation and more clarity.”
“If you can get 1 percent better each day, you’ll be 37 times better by the end of the year.”
“Most people need to stop thinking and start acting.”
“Don’t rush the process; build the foundation.”
“The work that hurts you less tomorrow is the work you should do more of today.”
“Success is never owned; it’s rented. And rent is due every day.”
“Discipline is choosing what you want most over what you want now.”

Quotes on Systems, Environment, and Identity

(The structures that shape your habits)

16. “Standardize before you optimize.”

17. “Every action you take is a vote for the type of person you wish

to become.”

18. “Environment is the invisible hand that shapes human behavior.”

19. “Make it obvious. Make it attractive. Make it easy. Make it satisfying.”

20. “Reduce friction. Make the good habits easy and the bad habits hard.”21. “Motivation is overrated; environment often matters more.”

22. “Start with identity. The habits will follow.”

23. “Be the designer of your world, not merely the consumer of it.”

24. "Success is not a goal to reach, but a system to improve.”

25. “Your outcomes are a lagging measure of your habits.”

26. “The more disciplined your environment, the less disciplined you

need to be moment to moment.”

27. “A slight change in your daily habits can guide your life to a very different destination.”

28. “Decision-making is a habit. The more good decisions you make, the easier they become.”

29. “Clarity is the elimination of noise.”

30. “Simplicity is the secret to creating habits that last.”

Quotes on Momentum, Growth, and Long-Term Results

(How small steps compound into major success)

31. “You can be reasonably happy with the results if you’re relentless

about the process.”

32. “The most powerful outcomes are delayed. Be patient.”

33. “Focus on the trajectory, not the results.”

34. “Time magnifies whatever you feed it.”

35. “Nearly every breakthrough moment is preceded by a long

period of quiet, invisible progress.”

36. “ The work that hurts you less tomorrow is the work you should

do more of today. ”

37. “When nothing seems to help, I go and look at a stonecutter

hammering at his rock.”

38. “You don’t need to be twice as good to get twice the results. Just

be consistent.”

39. “The task of building a good habit is like cultivating a delicate flower.”

40. “Discipline is choosing what you want most over what you want now.”

Final Thought

James Clear’s wisdom is timeless because it focuses on something we can all control: the small actions we choose each day. As you move into 2026, remember that momentum isn’t created through dramatic leaps, it’s built slowly, quietly, and consistently. Discipline is not about perfection; it’s about direction. If you commit to tiny improvements, your results will compound in ways you can’t yet imagine.

Use these quotes as a guide to stay centered, focused, and committed to becoming the person your goals require you to be.

If these quotes inspired you, take the next step.
Listen to the Close The Deal Podcast for real conversations with entrepreneurs, sales leaders, marketing pros and high performers who share practical strategies to help you grow your discipline, build confidence, and close more deals.

FAQ: James Clear Quotes & Building Momentum in 2026

Check out Top 40 Zig Ziglar Quotes That Help You Close More Deals

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How Emotional Sales Turn More Prospects Into Buyers - Corey Cousins

Wed, 03 Dec 2025 16:05:56 GMT

Corey Cousins shares how to shift from features to feelings to close more deals

How this episode will help you

• Why most salespeople lose the deal by selling from their

own values instead of the customer’s emotions
• How to connect features, advantages, and benefits to what

truly motivates a buyer
• The neuroscience behind emotional buying and why logic

alone never wins
• How Destination Motivation helps companies increase

close rates and reduce cancellations
• Why attaching an experience like a vacation creates stickiness

and repeat business
• How to prevent ghosting during the sales process using an

emotional incentive
• The single best mindset shift Corey wishes he learned

earlier in his career

Salespeople often fall into the trap of feature dumping, firing off specs and benefits while missing the emotional reasons people buy. In this episode, Corey Cousins, Vice President of Sales at Destination Motivation, explains why tapping into a prospect’s feelings is the true path to higher close rates and more loyal customers.

Corey walks through the psychology of emotional decision making, the FAB framework, and how experiences like vacations can transform a grudge purchase into a feel good one. If you want to close more deals without pressure and build trust faster, this episode delivers the roadmap.

Corey Cousin's Top 15 Close The Deal Mindset Success Quotes:

Emotional Decision Making

1. “People buy based on how you make them feel, not what you say.” (Corey referencingMaya Angelou)
2. “As high as 95 percent of buying decisions happen unconsciously.”
3. “If they don’t feel good about buying from you, they will never buy or they will cancel.”
4. “You can have the best logic in the world, but emotion is the catalyst.”
5. “People can smell commission breath from a mile away.”

Sales Mistakes and Mindset

6. “Selling from your own values is one of the biggest mistakes salespeople make.”
7. “Most reps fall into feature dumping instead of tapping into emotions.”
8. “Nobody says they are the second best option, yet some teams close more because of how they make customers feel.”
9. “Look out for the buyer’s best interest and you will close more sales.”

Features, Benefits, and Communication

10. “A feature is what something is. The benefit is why it matters to me.”
11. “One extra emotional touch can prevent cancellations and ghosting.”
12. “Our goal is to help people close more deals and do it the right way.”

Experiences and Incentives

13. “Vacations and family time are one of the most emotionally valuable things people have.”
14. “When customers feel like they must sacrifice a vacation to make a purchase, the deal feels worse.”
15. “Adding an experience increases referrals and repeat business dramatically.”

Connect with Corey Cousins

https://www.increaseoursales.com/

Close The Deal Podcast Player:

If you're finding this helpful, you may enjoy 40 Top Dale Carnegie Quotes

Close The Deal Podcast With Corey Cousins

VP of Sales & Training @ Destination Motivation

How Emotional Sales Turn More Prospects Into Buyers

Most salespeople think the fastest path to the close is through logic. They explain features, outline benefits, and present data hoping the customer will process it rationally and choose them. Yet that rarely works. As Corey Cousins explains, it is the emotional connection that determines whether a prospect leans in or backs out.

Corey is the Vice President of Sales at Destination Motivation, the number one sales and lead conversion incentive company in the nation. He has trained thousands of sales reps and helped home services companies double their close rates while reducing cancellations. His philosophy is simple. People do not buy because of the information you give them. They buy because of how you make them feel about that information.

Why Feature Dumping Loses the Deal

Corey’s biggest observation is that most salespeople unknowingly sell from their own values. They talk about what matters to them rather than discovering what matters to the customer. This leads to feature dumping, a rapid fire list of specs, upgrades, and benefits that never connect emotionally.

Corey uses the FAB framework, which stands for Features, Advantages, and Benefits. A feature is what something is. An advantage is what it does. The benefit is why it matters. A heated seat is a feature. Better control over comfort is the advantage. A warm and comfortable ride on a cold morning is the benefit.

Most salespeople stop at the feature or advantage. The elite ones make the customer feel the benefit.

The Neuroscience Behind Emotional Buying

Harvard’s research on consumer neuroscience shows that up to 95 percent of purchasing decisions occur unconsciously. That means prospects are checking dozens of emotional boxes long before they process your logic. Do they trust you. Do you seem genuine. Do they feel understood. Do they feel cared for.

If they feel good about you, logic reinforces their choice. If they feel uncertain, no amount of logic saves the deal. And if they buy despite poor emotional alignment, they often cancel soon after.

This is why emotional selling is not a tactic. It is a requirement.

The Power of Attaching an Experience

Destination Motivation uses a tool that amplifies emotion in a way most reps overlook. They attach an experience like a vacation to the buying process. This matters because in home services, many purchases are what Corey calls grudge purchases. Nobody is excited to replace a roof or repair an air conditioner. Customers often tap into their vacation budget to afford a major home project. That creates emotional loss before the deal even begins.

Destination Motivation flips that moment by giving customers the chance to save fifty to eighty percent on a vacation simply by choosing that company. Instead of sacrificing a getaway, they can finally take the trip they dreamed of.

This is not a gimmick. It taps into a universal emotional desire. People love experiences and memories. When a company helps them create those moments, the deal feels dramatically better.

Preventing Ghosting Before and After the Appointment

Ghosting is a silent killer for sales teams. Appointments cancel. Prospects disappear. Deals evaporate. Corey explains that the emotional incentive helps on the front end by increasing appointment conversions. When prospects hear they can receive a meaningful travel benefit simply for completing the process, they show up.

On the back end, the same emotional connection reduces cancellations. Corey gives an example of a homeowner who chose a company they liked less simply because that company offered a vacation incentive. When the original company clarified they offered the same thing, the homeowner immediately returned. Emotion overrode logic again.

Creating Stickiness and Word of Mouth

People naturally talk about great experiences. When a homeowner can say they received a new AC unit or roof and also took a discounted family vacation, that story becomes irresistible. It reinforces the customer’s pride in the purchase and elevates the company’s brand.

This is why Destination Motivation clients are seeing record numbers of testimonials and Google reviews. The emotional value carries far beyond the transaction.

Corey’s Advice for Young Salespeople

Corey ends the episode with the advice he wishes he had known early in his career. Look out for the buyer’s best interest every time. When your intention is to close a deal, buyers feel it. Corey calls it commission breath. But when your intention is to help, customers lean in, trust grows, and the sale becomes natural.

The right intention is the emotional foundation for every successful sales process.

What is the definition to "Close The Deal?" Details here.

Want to Stand Out? Use Podcasts Like This to Build Authority - Parker Olson

Sun, 23 Nov 2025 20:49:53 GMT

Why Standing Out Matters More Than Ever in the Age of AI Search - How a Podcast Fixes That.

What You’ll Learn

How to use podcasting to stand out in a crowded market
Why AI Search rewards long form conversations
How podcasts build authority faster than traditional content
How to turn your expertise into high trust visibility
Simple steps to amplify your voice and attract opportunity

Standing out has never mattered more. Search is changing fast and AI is rewriting how your voice appears online. If you want to be found, trusted and chosen, you need authority behind your name. Podcasting delivers that.

One conversation becomes long form content, short clips, transcripts and backlinks that search engines and AI models pull from every day. When you show up on podcasts with clarity and confidence, you position yourself as the expert people turn to. Do it consistently and you build the kind of authority that helps you rise above the noise and stand out in any market.

Parker Olson's Top 15 Close The Deal Mindset Success Quotes:

Sales

1 "People are kind of more open to meeting in person, but others had gotten lazy. So I thought the best way to get attention in a super crowded market was to literally show up at somebody’s doorstep.”

2. “It was rare for somebody to turn me down. If they did not see the message, I would show up and sleep in the parking lot and still usually get the meeting.”

3. “Half the time people were just like, I cannot believe you literally showed up and they felt obliged to give me a chance.”

4. “I carried a small whiteboard everywhere and used it to run product giveaways on airplanes. It cut through the noise and created conversations.”

Marketing

5. “People love things that do not make sense. If you do something unexpected, it cuts through the noise and gets attention.”

6. “When we ran ads with people drenched in water for no apparent reason, people could not stop commenting. That was the point.”

7. “The way you present content matters. Even if nobody knows the podcast, when people see you on multiple shows, it builds trust.”

8. “There is a connected web of impressions and interactions that podcasts create. You never know the value until it shows up.”

Podcasting

9. “I became the van guy or the airplane guy because podcasts kept passing my story from one show to another.”
10. “Podcast guesting created opportunities I could never have predicted.”
11. “Grocery buyers started reaching out because they heard me on podcasts.”
12. “Podcasts are like micro influencers in the business world. The authority comes from simply being interviewed.”

Mindset

13. “I think you can find something interesting or valuable from any conversation with anyone.”
14. “I realized people are basically children in adult bodies. When you understand that, you become more confident doing things publicly.”
15. “Being super unique and having a unique path actually serves you. Standing out wins.”

Connect with Parker Olson

https://www.PodPitch.com

Close The Deal Podcast Player:

Close The Deal Podcast With Parker Olson

Founder: PodPitch

Why Podcasting Helps You Stand Out in the Age of AI Search

The Conversation Begins With a Hard Truth

At the start of our conversation, Parker Olson put his finger on a mistake that almost every new podcaster makes. Most shows sound exactly like every other show. There is no clear promise. There is no unique angle. There is nothing to help a listener quickly understand the value they will receive by giving you their time.

Parker described this as the most common problem in podcasting today. People launch shows that blend in with a thousand others. They talk about entrepreneurship or leadership or inspiration, but those categories are already packed with established voices. If standing out is the goal, then sounding like everyone else is the fastest way to stay invisible.

This insight sets the stage for everything that followed in our discussion.

Pillar One: Create a Clear and Unique Listener Promise

Even though we never formally walked through the idea of three pillars during the episode, Parker naturally revealed them through his stories. The first pillar is simple and powerful. You must have a clear listener promise. What will someone gain from your show that they cannot get anywhere else.

People click because they want a specific result. They subscribe because they feel a consistent and recognizable value.

They stay because your promise is clear. This is even more important now as AI Search becomes the primary way people discover content. AI does not reward vague topics. It rewards clarity and authority. It rewards creators who speak directly to a defined audience with a focused message.

When you define your listener promise, you give both your human audience and every search algorithm a reason to keep sending more people your way.

Pillar Two: Use Your Story to Cut Through the Noise

Standing out takes courage. It takes creativity. And in Parker’s case, it took sleeping in a tent in his backyard, moving into a Japanese camper van and holding a whiteboard up on airplanes to run product giveaways through the intercom.

People remember those stories. People talk about those stories. These stories became the reason Parker kept getting invited onto more shows. He became the van guy or the airplane guy. His story created instant mental real estate.

This is the second pillar. You must use your story to break through the clutter.

Parker explained that people love things that do not make sense. They pay attention when something unexpected happens. They lean in when something surprising unfolds. That is the essence of standing out. You need to show people something they will remember and talk about. You need to give them a reason to pause their scroll.

This is true for podcasting and it is true for marketing as a whole. When your story is authentic and bold, it creates curiosity, engagement and connection. And that is how you rise above the noise.

Pillar Three: Leverage the Authority and Serendipity of Podcasts

The third pillar shows why podcasting is so powerful right now. Podcasting creates opportunities that you cannot predict. Parker described it as serendipitous value. A grocery buyer heard him on a show and reached out.

A former college friend listened to another show and offered him a CEO role at two consumer brands. Doors opened because he showed up with a microphone and a story.

Podcasting also creates authority fast. In today’s world, being interviewed carries weight. It does not matter if the show has ten listeners or ten thousand. When people see you on multiple podcasts, they assume authority. Their subconscious says this must be someone who knows what they are talking about.

Parker compared podcasts to micro influencers. In the business world, each appearance becomes a digital trust signal. This matters even more now that AI Search pulls from long form content, transcripts and multi platform signals. When you appear on podcasts consistently, you build a library of conversations that AI recognizes as expertise.

People search differently now. They ask full questions. They look for credible voices. They want depth, not surface level answers. Podcasting gives you depth. It gives you a body of work that proves you understand your craft. And that is the fuel that helps you stand out.

Podcasting as a Business Growth Engine

One of the most important insights Parker shared is the difference between creating a podcast and going on podcasts. Both paths build authority. Both paths create leverage. Both paths help people find you. When you host a show, you create a platform that pulls people into your orbit. When you appear on other shows, you put your voice in new rooms and reach new audiences.

The real power happens when you do both. Every conversation becomes dozens of clips. Every clip becomes a signal to search engines. Every transcript becomes content that AI uses to answer questions. Every guest or host becomes a relationship that leads to new introductions and new opportunities.

In a world where the best opportunities come from relationships, podcasting becomes one of the most efficient networking tools you can use.

The Shift in Search and Why It Matters

AI Search has changed the entire landscape. Keywords matter less. Real authority matters more. Long form conversational content is now king. This is why podcasting is experiencing a new surge. AI tools prefer content with depth, context and expertise. They lean toward creators who show up consistently with a clear message. They reward voices that have been cited, interviewed or referenced across multiple platforms.

If you want to stand out today, you cannot rely on quick hacks. You need substance. You need clarity. You need authority. Podcasting gives you the structure to build all three.

Why You Need to Stand Out Now

The entrepreneurs and creators who win today are the ones who establish presence. They commit to a lane. They communicate with conviction. They show up with energy and real experience. They let their voice be heard in a way that stays true to who they are.

Standing out is not about volume. It is about alignment. It is about clarity. It is about understanding what you are solving and who you are speaking to. When you combine that clarity with the reach and authority of podcasting, you create momentum that is hard to stop.

How To Start a Podcast:

If this got you thinking, this episode will get you going, How To Start a Podcast with Ewell Smith (easy steps - this was done before the pressure of AI changing search - now it's that much more relevant to help you get started quickly)

How to Close the Deal Faster (7 Steps to Win More Sales)

Sat, 22 Nov 2025 16:51:01 GMT

How to Close the Deal Faster (7 Steps)

What You’ll Learn

How to build rapport quickly
How to ask questions that uncover motivation
How to create urgency ethically
How to overcome objections without pressure
How mindset accelerates the close

Closing the deal isn’t just about technique. It’s about mindset, clarity, and leading the conversation with confidence.

When you remove friction and help people see the outcome they want, decisions happen faster. These seven steps will help you build momentum, shorten the sales cycle, and guide prospects toward a clear yes without pressure.

1. Research Your Prospect Thoroughly

Fast closers prepare. When you understand a prospect’s goals, challenges, and priorities before the conversation begins, you eliminate guesswork. People make faster decisions when they feel understood.

Jill Konrath Quote:
“Salespeople who truly understand their customers’ priorities win more business.”

2. Build Rapport Early and Often

Rapport is the engine of speed. It lowers resistance, increases trust, and makes every part of the conversation smoother. This isn’t small talk. It’s genuine interest in who they are and what they need.

Dale Carnegie Quote:
“You can make more friends in two months by becoming interested in other people than in two years by trying to get people interested in you.”

3. Ask Strong Questions That Reveal Real Motivation

Speed happens when you uncover the real reason they want help. Strong questions reveal emotional drivers like confidence, simplicity, growth, or stability. Once you know what matters most, the close becomes a natural extension of the conversation.

Anthony Iannarino Quote:
“If you want better answers, ask better questions.”

4. Create Ethical Urgency

People rarely move quickly without a compelling reason. Ethical urgency highlights the benefit of acting now versus waiting. It’s not pressure. It’s clarity. When urgency feels real and honest, decisions accelerate.

Chet Holmes Quote:
“The missing ingredient is always urgency.”

5. Overcome Objections with Value, Not Pressure

Objections aren’t roadblocks. They’re signals that something is still unclear. Instead of pushing harder, offer clarity, reassurance, or additional value. When uncertainty disappears, the yes becomes easier.

Chris Voss Quote:
“A ‘no’ is not a rejection. It’s an opportunity to clarify what you want.”

6. Always Keep a Clear Next Step

Deals stall when nobody knows what happens next. Every conversation should end with a defined action whether it’s a follow-up call, a proposal review, or a decision deadline. Momentum lives in clarity.

Mark Hunter Quote:
“Prospects don’t move forward unless you lead them forward.”

7. Ask for the Commitment with Confidence

Confidence isn’t pushy. It’s clarity in motion. When you’ve built rapport, uncovered motivation, solved objections, and created a path forward, asking for the commitment becomes a natural conclusion. People follow certainty.

Jeb Blount Quote:
“You cannot close a deal you never ask for.”

Final Thoughts

Closing the deal faster is about clarity, confidence, and connection. When you prepare well, lead with intention, and ask with certainty, the close becomes a natural part of the conversation - not a pressured moment.

FAQ: Pointed Questions About Closing Deals Faster (Succinct Answers)

For more on selling with confidence and authenticity, visit the Close The Deal Podcast on iTunes.

Check out 57 Overcoming Rejection Quotes

Check out 27 Rest Quotes For More Energy

10 Proven Ways to Close the Deal According to Top Sales Trainers

Sat, 22 Nov 2025 05:30:27 GMT

10 Ways to Close the Deal According to the World’s Top Sales Trainers (and quotes)

What You’ll Learn

You will discover ten proven closing techniques, the legendary sales trainers who champion each one, and how these methods help you build confidence and consistency in your closing skills.

Introduction

Every great salesperson has a preferred way to close. Some lean on certainty. Others rely on storytelling. Others use negotiation and psychology. As host of the Close The Deal Podcast, I hear a wide range of methods from entrepreneurs and sales leaders every week. What I have learned is that each closing style reflects a different sales philosophy taught by some of the most influential voices in the business.

Here are ten classic ways to close the deal along with the trainers and thinkers who speak to each style the most.

1. The Story Close

Influencers: Zig Ziglar, Donald Miller, Seth Godin

Storytelling sells because it creates emotional ownership. Zig Ziglar taught this for decades. Modern storytelling experts like Donald Miller and Seth Godin continue the message.

“When you show customers a story where they’re the hero and you’re the guide, they sell themselves.”

Donald Miller - StoryBrand Framework

2. The Ben Franklin Close

Influencers: Brian Tracy, Tom Hopkins, Zig Ziglar

This pros and cons close relies on simple logic. Brian Tracy and Tom Hopkins often teach the power of a clear balance sheet to help buyers justify their decision. Analytical buyers appreciate the structure and clarity of this approach.

“When a buyer is stuck, take out a sheet of paper and divide it in half. List the reasons to go ahead on one side and the reasons to delay on the other. When the positives outweigh the negatives, the decision becomes obvious.” - Tom Hopkins

3. The Now or Never Close

Influencers: Grant Cardone, Jordan Belfort

Urgency creates action. Grant Cardone and Jordan Belfort emphasize decisive movement and time-sensitive opportunities. When an offer has a real deadline or limited availability, this close encourages buyers to make a timely decision. FOMO (fear of missing out) plays a major role in this technique.

“Commit first. Figure the rest out later.” - Grant Cardone

4. The Puppy Dog Close

Influencers: Zig Ziglar, Joe Girard

People rarely give back something they already feel connected to. Zig Ziglar and Joe Girard both harnessed this simple truth. Free trials, demonstrations, and test drives create emotional buy-in long before the final commitment. The name is derived from pet stores allowing customers to take a pet home for a trial run with the anticipation of the customer falling in love with and keeping the pet.

“People don’t buy for logical reasons. They buy for emotional reasons.” – Zig Ziglar

5. The Summary Close

Influencers: Dale Carnegie, Neil Rackham, Grant Cardone, Jeffry Gitomer

This close reinforces value in a clear and simple recap. Dale Carnegie promoted the idea of reflecting key benefits back to the customer. Neil Rackham later expanded on it through SPIN Selling. A good summary helps the buyer visualize exactly what they are receiving.

"Your summary of benefits should reflect the buyer’s explicit needs." - Neither Rackham

6. The Assumptive Close

Influencers: Brian Tracy, Jeffrey Gitomer, RIck Grosso

Confidence is contagious. Brian Tracy and Jeffrey Gitomer both teach the importance of speaking with certainty and positive expectation once trust has been earned. When it is clear the solution fits, the assumptive close keeps momentum moving forward.

“The number one reason people don’t buy is because they are not asked.” - Brian Tracy

7. The Takeaway Close

Influencers: Chris Voss, Oren Klaff

This close works by leaning into loss aversion. Chris Voss teaches that people fear losing an opportunity more than they desire new gains. Oren Klaff focuses on shifting the power dynamic so the seller becomes the prize. When the offer is removed, buyers often see its value more clearly.

“When you pull the offer back, the buyer leans forward.” - Oren Kalff

8. The Sharp Angle Close

Influencers: Jeb Blount, Dan Lok

When a buyer asks for something additional, the sharp angle close is the perfect response. Jeb Blount teaches that every concession must be tied to a firm commitment. Dan Lok echoes the same approach. This style keeps both sides aligned and prevents endless negotiation. In short, it looks like this, "If I do this for you, will you agree to buy now?"

“When the prospect asks for something, you ask for something back.” - Dan Lock

9. The Columbo Close

Influencers: Tom Hopkins

Named after the television detective who always had one more question, this close gives you one last opportunity to understand the true objection. Tom Hopkins popularized this approach. When used with humility and curiosity, the Columbo close often opens the door again. It's also known as the "Doorknob Close or the "Reverse Close" and works well when a prospect seems ready to walk away without buying.

“When they say no, the sale isn’t over. It simply means you don’t yet have enough information.” - Tom Hopkins

10. The Something for Nothing Close

Influencers: Zig Ziglar, Russell Brunson

Buyers love to feel like they received more value than expected. Zig Ziglar emphasized this in his training and Russell Brunson teaches a similar value stacking approach. Adding that little extra benefit often transforms hesitation into confidence.

“Make the offer so valuable they would feel stupid saying no.” - Russell Brunson

Final Thoughts

Every salesperson gravitates toward different closing styles. Some rely on logic. Some rely on emotion. Some prefer a structured system while others trust instinct and timing.

The most successful closers understand all ten styles and know when to apply the right one at the right moment.

Frequently Asked Questions About Closing Techniques

For more on selling with confidence and authenticity, visit the Close The Deal Podcast on iTunes.

Check out Top 40 Zig Ziglar Quotes That Help You Close More Deals

Check out 50 Top Jim Rohn Quotes to Inspire Your Success

Master the In-Home Sales Presentation with Dominic Caminata

Thu, 20 Nov 2025 13:44:21 GMT

The Master Presentation Formula That Transforms In-Home Sales

What You’ll Learn

• Why speeding through an appointment destroys trust and creates objections
• How Dominic Caminata structures an in-home presentation from start to finish
• The five pillars of the Grasso University sales system
• How to reprogram homeowner price expectations with effective price conditioning
• Why trial closes remove pressure and make the final decision easier
• The mindset shift that helped Dominic close twelve deals in a row
• How to build value, connection, and emotional clarity before showing price
• Why most sales happen after the fifth no and how to stay in the conversation
• How to make the appointment enjoyable so homeowners want to buy from you

Dominic's Grasso University is recognized as the leader for in-home services sales training - see his listing under Home Services on the Top Sales Training Providers list.

In-home sales is a completely different game from traditional selling. Homeowners aren’t just buying a product - they’re buying trust, confidence, clarity, and the belief that your solution will permanently solve their problem.

In this episode of the Close The Deal Podcast, Dominic Caminata, CEO of Grasso University, breaks down the master presentation formula that has helped thousands of home service sales professionals close more deals without pressure. Dominic reveals why moving too fast kills the sale, how to build trust the right way, and the exact structure he learned under the legendary Rick Grasso that now powers top-performing teams across the country.

Dominic Caminata Top 15 Close The Deal Mindset Success Quotes:

Master Presentation & Sales Technique

“ The best close in the world is a masterful presentation.”
“When you deliver a masterful presentation, the close should be the natural conclusion.”
“If you’re getting bombarded with objections at the negotiating table, you didn’t front-load the presentation correctly.”
“High pressure sales is lack of technique.”
“A master presentation is everything you do from the moment you drive up to the house until the moment you close the sale.”
“Salespeople are going way too fast in the house. You have to slow down.
“Does it take time to build trust? Absolutely. Does it take time to build rapport? Absolutely.”
“Everything you say and do is an opportunity to differentiate.”
“Be brilliant at the basics.”

Price Conditioning & Building Value

10. “Price conditioning has to be sprinkled throughout the entire sales encounter.”
11. “You’re reprogramming a belief system, and that takes repetition.”
12. “They’re not buying what your product is — they’re buying what it does for them.”

Objections, Closing, and Deal Discipline

13. “If I get to that fifth no, I’m tapping into the vast ocean of opportunity where most people buy.”
14. “If you’re getting hit with objections, the homeowner isn’t educated enough to give informed consent.”

Mindset & Sales Warrior Identity

15. “Once you truly make up your mind, nobody can stop you but you.”

Learn more about Dominic Caminata

https://www.grossouniversity.com/

Close The Deal Podcast Player:

More success mindset quotes from Zig Ziglar.

Close The Deal Podcast With Dominic Caminata

Founder: Grosso University

Dominic Caminata Reveals the Master Presentation Formula Every Home Services Salesperson Needs

Dominic Caminata has one message for every salesperson working in the home services industry: slow down. In a world where speed is often glorified, Dominic argues that moving too fast is the number one mistake sales professionals make. And he would know.

As the CEO of Grasso University, the highest-rated sales training organization in the home improvement space, Dominic has built and led top-performing sales teams and helped thousands of salespeople transform their careers.

In this episode of the Close The Deal Podcast, Dominic walked me through the mindset, techniques, and presentation formula that changed his life. His approach is rooted in his mentor Rick Grasso’s legendary system, a method that has shaped an entire generation of sales warriors.

This conversation wasn’t just practical. It was powerful. And it revealed a blueprint that any salesperson can follow to elevate their performance immediately.

The Number One Mistake Killing Home Services Sales

When I asked Dominic what the biggest challenge is for salespeople today, he didn’t hesitate.

Salespeople are moving way too fast in the house.

That single mistake produces a ripple effect of problems. Moving too quickly means there is no real rapport, no true needs analysis, no value built, and no trust established. When trust is low, objections explode. When objections explode, pressure rises. And when pressure rises, sales collapse.

Dominic reminds us that trust takes time. Value takes time. Education takes time. Rapport takes time. There is no shortcut for this.

You can’t build trust at high speed. You can’t build value at high speed. You can’t educate a homeowner at high speed.

And the cost of rushing is simple. You create your own objections.

Why Slowing Down Actually Closes More Deals

At the center of Dominic’s philosophy is a simple truth. A powerful close is the natural conclusion of a powerful presentation.

When the front end is weak, the back end becomes a wrestling match. When the front end is strong, the close becomes almost effortless.

High pressure is always a lack of technique. If you’re getting hammered with objections at the table, it means you didn’t front-load correctly.

Too many salespeople think the close is where the magic happens. Dominic says the opposite. The close is where the truth shows up. It reveals how well you prepared the homeowner on the front end.

Objections are not the real problem. They are the symptom of a rushed, incomplete presentation.

The Master Presentation Formula: The System Behind Dominic’s Success

Dominic teaches a five-pillar formula at Grasso University that works in every home, in every market, with every customer. It was built under Rick Grasso’s mentorship and refined through years of real-world experience.

Differentiation

Price only becomes a deciding factor when you fail to differentiate. Everything you do is an opportunity to stand apart.

How you dress. How you walk the property. How you greet the homeowner. How you listen. How you tell your company story. How you present your materials, processes, warranties, and crews.

If an amateur could say it, it isn’t differentiation. Dominic teaches salespeople to make a list of every single thing that makes their company different. Most can list fifty, sixty, even seventy points. Every one of those points builds value and earns the right to ask for more money.

WIIFM: What’s In It For Me

Homeowners don’t buy features. They buy outcomes. They buy feeling. They buy peace of mind. They buy a lifestyle improvement.

You are not selling what your product is. You are selling what it does.

Dominic frames it perfectly. How much would you invest in a solution that doesn’t solve your problem? No amount.

This is where salespeople move beyond specs and shift into desire, emotion, and impact.

Price Conditioning

This is one of the most powerful parts of Dominic’s method. Homeowners almost never know what things cost. Their expectations are usually far below reality.

To prevent sticker shock, you must reprogram their belief system. Not once. Not twice. But throughout the entire appointment.

Price conditioning is seeding and layering. You plant a thought. You reinforce it. You return to it. And after several touchpoints, it becomes their new belief.

At the end of a properly conditioned appointment, the homeowner looks at your proposal and feels relief, not shock. That only happens when price conditioning is done consistently and intentionally.

Trial Closes

Trial closes are small commitments throughout the conversation that remove the final objection before it appears.

Dominic’s trial closes are simple and elegant. Knowing what you know now, would you ever accept a solution without this. Does this feel like the permanent fix you’re looking for.

By the time he reaches the final close, the homeowner has already said yes multiple times. This is how he eliminates resistance without pressure.

Exclusivity

Exclusivity is the final pillar. In home services, exclusivity is one of your greatest advantages because customers are buying something that hasn’t been installed yet. No one installs it the way you do. No one guarantees it the way you do. No one backs it up the way you do.

Exclusivity makes the homeowner realize they can only get this experience, this quality, and this outcome from you.

When all five pillars stack together, the conclusion is obvious. I want it. I value it. I believe in it. And I can only get it from you.

That’s a close.

The Moment That Changed Dominic’s Career Forever

Dominic didn’t start as a high performer. He struggled early. He had thin skin. He backed off too easily. He walked out too soon. He didn’t yet have the obstacle immunity that great salespeople develop over time.

Then everything changed in one moment.

A classmate outsold him and rubbed it in. Dominic’s competitive fire lit up. He made a decision that transformed his life.

From now on, I’m either walking out with a sale or they’re dragging me out of the house.

That month he sold twelve deals in a row. And he never looked back.

He later learned a statistic that explained everything. Eighty two percent of people say no at least four times before they say yes.

Dominic realized he had been quitting right before the moment where most sales actually happen.

He had been walking away from the vast ocean of opportunity.

The Human Side of Selling

Dominic also shared the one thing he would tell his younger self. Have more fun in the house. Bring more energy. Laugh more. Build a deeper connection. Make it a great experience.

Sales isn’t just technical. It’s emotional. It’s relational. It’s human.

You are on stage in every appointment. And people buy from people they connect with. That connection comes from presence, warmth, confidence, curiosity, humor, and authenticity.

Dominic’s reminder is powerful. Enjoy the house. Your customers will feel it.

How to Learn Dominic’s System

Dominic now carries forward the legacy of his mentor through Grasso University. The Sales Academy Masterclass begins the second Monday of every month and is fully virtual. There are no excuses. Anyone can learn. Anyone can grow. Anyone can improve.

This training turns salespeople into sales warriors. Whether you’re brand new or you’ve been in the industry for decades, the masterclass equips you with the mindset, structure, and discipline to outperform your past self.

Dominic said something that stuck with me. We eliminate every excuse. If you want to become elite, we’ll show you how.

Final Thoughts

This episode comes down to one word. Impact. Rick Grasso impacted Dominic. Dominic now impacts thousands. And the master presentation formula he teaches can impact your career, your confidence, your income, and your life.

Slow down. Build trust. Layer value. Create belief. Close with confidence.

If you’re in home services, this is the blueprint.

11 Billboard Ad Mistakes Burning Your Budget - Eric Murr

ewell@closethedeal.com (ewell smith) — Wed, 12 Nov 2025 03:09:05 GMT

Eric Murr Shares 11 Billboard Investing Mistakes That Burn Your Budget

3 takeaways on this episode of the Close The Deal Podcast:

Billboards Amplify, They Don’t Fix Broken Brands

Eric emphasized that advertising cannot fix foundational problems in your business. Before investing in billboards, ensure your customer experience and online reputation are solid. A billboard will amplify whatever already exists—good or bad. If your brand isn’t ready to deliver, no amount of advertising will bring sustainable results.

Keep It Simple: You Have 5 Seconds or Less

The success of a billboard hinges on delivering a single, clear message that resonates with viewers in mere seconds. Overloading a billboard with too much information or using poorly designed layouts will result in missed opportunities. Distill your core value proposition and focus on what matters most to your target audience.

Billboards and Digital Marketing Work Hand in Hand

Eric shared how billboards drive search behavior, influencing local search algorithms and lowering digital advertising costs. When paired with a strong online presence, billboards can dramatically enhance your overall marketing ROI. This integration is a powerful way to use both traditional and digital strategies to complement each other.

These insights highlight why a well-thought-out billboard strategy can elevate your business when used correctly!

Eric Murr's Top 15 Close The Deal Mindset Success Quotes:

Philosophical Framing

1. “Billboards are a blunt tool. But when used right, they’re the automatic nail gun in your marketing toolbox.”

2. “My philosophy background taught me to pull back the curtain, strip away the fluff, and find the truth. That’s exactly what effective advertising does.”

On Strategy & Mistakes

3. “You’ve got five seconds. That’s it. So if your billboard can’t tell a story in five seconds, it fails.”

4. “The most common mistake? Expecting too much from a billboard. It can’t be your Swiss Army knife — it has one job.”

5. “Don’t expect a billboard to fix a broken brand. It will only amplify what’s already there.”

6. “If you don’t rank online, your billboard is just a donation to your competitor’s SEO.”

7. “Nobody gets in their car to go read your billboard. They’re running errands. You have to earn their attention.”

8. “You don’t need dozens of billboards to win — just the right message in the right place at the right time.”

Design & Messaging

9. “People care about what makes their life better — not your product’s features.”

10. “Design with contrast, color psychology, and readability — not your ego.”

11. “Red triggers STOP. Yellow and black signal danger. If your ad sends the wrong signal subconsciously, you’ve already lost.”

Calls to Action

12. “Advertising is not a Hail Mary. It’s an amplifier of what's already working.”

13. “If your billboard says ‘$199 Lease’ and the car is really $900 with a huge down payment - you’re not building trust. You’re burning it.”

Integration with Digital

14. “We tested billboards in a market where digital ads cost $160 per customer. The billboard dropped it to $7. That’s not magic — that’s relevance.”

15. “Google rewards relevancy. Billboards drive search. That’s why they work together so well when done right.”

Contact Eric Murr:

https://kegerreis.com/

emurr@kegerreis.com

Close The Deal Podcast Player

Close The Deal Podcast with Eric Murr

VP Client Partnerships at Kegerreis Digital Marketing

Exploring the Power of Billboards with Eric Murr: Insights and Best Practices

In this episode of Close the Deal, host Ewell Smith sits down with Eric Murr, a seasoned marketing professional with over 30 years of experience. Eric, who serves as the Vice President of Outdoor Advertising, shares his deep insights into billboard advertising and its role in an effective marketing strategy. The conversation, rich with examples and actionable advice, delves into common mistakes businesses make with billboards and how they can maximize their impact.

The Intersection of Marketing and Philosophy

Eric’s journey into marketing began with a background in English and philosophy, which he initially thought was far removed from sales and advertising. However, he explains how these disciplines became essential tools in his career. English provided him with the ability to articulate compelling messages, while philosophy equipped him with the skills to peel back layers and uncover fundamental truths about marketing strategies. These skills are critical, especially in the world of billboard advertising, where messages must be distilled into a core value proposition that connects with audiences in five seconds or less.

Common Mistakes in Billboard Advertising

Eric and Ewell dive into the most frequent pitfalls businesses encounter when using billboard advertising. These mistakes often undermine the effectiveness of the medium and waste valuable resources.

1. Expecting the Unreasonable

Eric emphasizes that billboards are a "blunt tool." While they offer massive visibility and reach, their utility is limited to delivering concise, impactful messages. Business owners often try to cram too much information into a billboard, forgetting that drivers have only seconds to absorb the content. Instead, the focus should be on a single, powerful value proposition.

2. Ignoring the Online Reality

Billboards inspire curiosity and search, but few people stop their cars to jot down a URL or phone number. Eric stresses the importance of ensuring that your online presence aligns with the message on the billboard. If customers search for your business and fail to find you, or if they find unflattering reviews, the campaign’s impact diminishes. The two must work hand in hand to create a seamless customer journey.

3. Assuming People Care

A further misstep is believing that drivers are actively paying attention to billboards. People are often preoccupied with daily tasks like school runs or errands. To grab their attention, your billboard must have a visually striking design and a compelling message that stands out. Without this, even a prime location may fail to make an impact.

4. Relying on Advertising to Fix Broken Brands

Billboards amplify what already exists. If your business has poor reviews or a lackluster user experience, no amount of advertising will fix those issues. Eric urges businesses to first address operational problems before investing in marketing. Ensuring a solid foundation will maximize the benefits of any advertising spend.

5. Highlighting Features Over Benefits

Customers care about how a product or service improves their lives, not the technical details. For example, instead of emphasizing the mechanics of an air conditioner, focus on the comfort it provides. Eric advises businesses to frame their messaging around customer benefits. This focus helps capture attention quickly and resonates with potential customers in the limited timeframe a billboard allows.

The Art and Science of Effective Billboards

6. Designing for Ego Instead of Impact

Many businesses create billboard designs based on personal preferences rather than consumer needs. Eric highlights the importance of using colors, contrasts, and layouts that resonate with the audience. He shares a story about the Louisiana Seafood Board, where a red logo reminiscent of a stop sign was replaced with a blue one to rebuild trust after the BP oil spill. This example underscores how design decisions rooted in customer psychology and brand perception can make or break a campaign.

7. Misunderstanding the Marketing Funnel

Billboards play different roles at various stages of the marketing funnel, from awareness to advocacy. Eric explains that businesses should identify where their customer journey is stalled and use billboards strategically to address those obstacles. For example, a well-placed billboard can raise awareness of a product or drive conversion with a clear call to action.

8. Making Unbelievable Claims

Ads with unrealistic promises, like extremely low prices with hidden conditions, breed distrust among consumers. Eric advises focusing on honest and compelling messages that reflect the strengths of your brand. Authenticity not only fosters trust but also increases the likelihood of converting billboard viewers into paying customers.

9. Fear of Being Bold

Some businesses hesitate to take creative risks. Eric encourages entrepreneurs to use billboards as a stage to make a memorable impact. He mentions iconic examples like teaser campaigns that spark curiosity and drive engagement. Billboards that interact with the surrounding environment or use sequential messaging can be especially effective in making a lasting impression.

10. Not Adjusting Design for Location

A billboard’s location significantly influences its effectiveness. For example, the surrounding environment may require adjustments to color schemes or messaging. Eric shares examples of billboards that creatively integrate their environments, making the message more compelling and relevant.

11. Trust without verifying

Eric emphasizes the importance of verifying billboard locations and designs before committing. While sales teams may present polished photos and data, visiting the actual site ensures there are no unexpected obstacles. He also advocates for building strong partnerships with advertising providers, as they are more likely to go the extra mile for clients they respect.

The Role of Billboards in Digital Marketing

One of the unique aspects of Eric’s approach is the integration of billboards with digital marketing. He explains how billboards can enhance local search performance, particularly with Google’s algorithms favoring relevance. For example, in a Wyoming test campaign, the introduction of billboards reduced the client’s cost per acquisition from $160 to $7. This synergy between outdoor and digital advertising can significantly amplify results and lower costs.

Eric’s team uses data science to measure key metrics like client acquisition costs and return on ad spend. This analytical approach ensures that billboard campaigns are not just impactful but also financially efficient.

Memorable Campaigns and Legacy Impact

Eric and Ewell discuss iconic billboard campaigns that have stood the test of time, such as Chick-fil-A’s cow advertisements and Applebee’s teaser billboards. These campaigns demonstrate the power of creativity and how a well-executed strategy can leave a lasting impression. They also highlight how sequential messaging and environmental interaction can make a billboard unforgettable.

Key Takeaways for Small Business Owners:

Master the Basics First: Ensure your business operations and customer experience are solid before investing in advertising.
Distill Your Message: Focus on a single, compelling value proposition that can be absorbed in seconds.
Leverage Data: Use analytics to measure the impact of your campaigns and adjust accordingly.
Be Bold and Creative: Take risks to create memorable and impactful designs.
Think Holistically: Integrate billboards with digital marketing for maximum effectiveness.

Final Thoughts and How to Connect with Eric Murr

Eric concludes with a powerful reminder: billboards are tools, not solutions. When used appropriately, they can amplify your brand and drive significant results. However, they must be part of a broader strategy that aligns with your business goals and customer needs.

For those interested in learning more, Eric can be reached on LinkedIn or via email at emurr@kegerreis.com . His passion for helping businesses succeed is evident in his thoughtful, customer-first approach.

About Close the Deal and Additional Resources

Ewell wraps up the episode by highlighting the purpose of Close the Deal: to educate and empower small business owners. He invites listeners to revisit the episode to absorb the valuable insights shared by Eric. Ewell also offers a free digital copy of his book, Your First Franchise Roadmap, available at yourfirstfranchise.com . All proceeds from the paperback version go to Make-A-Wish Foundation, reinforcing the show’s commitment to giving back.

Listeners are encouraged to subscribe, like, and share the podcast to help others grow their businesses. As Ewell puts it, "Make today a great day!"

Top 40 Dale Carnegie Quotes That Build Influence and Connection

Thu, 06 Nov 2025 03:02:33 GMT

How three unforgettable sales pros brought Dale Carnegie’s timeless lessons to life.

(Top 40 Quotes Below)

What You’ll Learn

How three remarkable sales professionals brought Dale Carnegie’s timeless principles to life.
Why relationship-based selling still outperforms pressure-driven tactics.
How empathy, listening, and creativity build lifelong business friendships.
The key Dale Carnegie quotes that inspire connection, trust, and influence.
Practical takeaways you can apply in your own sales and leadership journey.

Dale Carnegie, without question, is best known for his book How to Win Friends and Influence People, hence being quoted and referenced for decades.

Dale Carnegie’s “How to Win Friends and Influence People” and the Power of Human Connection

How to Win Friends and Influence People remains one of the most influential works ever written on communication, trust, and influence. Long before sales scripts and automation, Carnegie understood a simple truth: people respond to sincerity, respect, and genuine connection.

When I think about my own journey and the people who have shaped it, three sales pros come to mind. These are three people I am still friends with today, even after 25 years. That is saying something, considering that throughout my career I have had over a thousand salespeople call on me for marketing, promotions, and partnerships of every kind.

These three stand out because they embodied exactly what Dale Carnegie taught. They lived it.

The first is my friend Kacy Wainwright , one of the top sales reps at WWL Radio , the powerhouse AM station that covers the entire Gulf Coast and reaches 35+ states on a clear night. She has been with them for more than 25 years. I affectionately call her Radio Babe.

Kacy always came to me looking for ways to add value. She called them "marketing moments."We would sit down and brainstorm ideas to better market Louisiana Seafood. Wild, creative, sometimes off-the-wall ideas. She invested hours with me over the years, and to this day, we are still great friends.

The second is Jeanne Smith , a salesperson with Louisiana Public Television . I still remember when I was venting about how challenging it was to work with Food Network on the Great American Seafood Cook-Off with all their hoops and hurdles and last minute commitments. Jeanne listened and then said, “Suppose we can get the Great American Seafood Cook-Off on PBS? Let me see what I can do.”

And sure enough, she made it happen. Jeanne worked with the leadership at Louisiana Public Television and turned that idea into reality, securing national syndication for the Great American Seafood Cook-Off through PBS with an eight year run. That moment changed everything and had a lasting impact on domestic seafood communities nationwide. Once again, it all came down to relationships, not transactions.

And last and but not least is John Barranco , the very first salesperson who ever called on me back when I was with the Louisiana Seafood Board. In fact, we were both starting our new roles at the same time. I first met John when he was the Director of Sports Marketing at Tulane University . From there, he went on to UNO Sports , then to Cox Sports Television , and eventually became a commissioner with the Sun Belt Conference . Today John does the development for Prime Business Advisory Solutions , a business he and his wife built. I have followed his career all the way through, and for good reason.

John had a simple philosophy. I did not fully recognize it at the time, but looking back, I see it clearly. He would walk in, ask a few thoughtful questions, and then just listen intently. He was not there to pitch; he was there to understand. That kind of listening builds connection, and connection builds trust.

I left the Louisiana Seafood Board in 2013, but the relationships with Kacy, Jeanne and John are still cherished today. They instinctively did what Dale Carnegie wrote and spoke about. It came naturally to them, and that is why those friendships and long-term relationships have endured all these years.

I am deeply grateful to the three of them, and I hope the list of quotes below inspires you to see and maybe even practice the same qualities in your own relationships.

Dale Carnegie’s wisdom has outlasted generations because it speaks to something timeless: the power of genuine human connection. Whether you are selling, leading, or simply trying to make an impact, his ideas remind us that strong relationships will always matter more than transactions.

The Dale Carnegie quotes below capture the essence of what still drives success today. Each one reflects the heart of relationship-based selling and the simple truth that people do business with those they trust. These sales principles are as relevant now as they were nearly a century ago.

Note - I've connected Kacy, Jeanne and John's names to their Linkedin accounts above. Great people and pros to know for all things advertising and biz development at a regional and national level.

Top 40 Dale Carnegie Quotes That Build Influence and Connection

Human Connection and Communication

“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”
“Remember that a person’s name is, to that person, the sweetest sound in any language.”
“Talk to someone about themselves and they will listen for hours.”
“If you want to gather honey, do not kick over the beehive.”
“The only way to get the best of an argument is to avoid it.”
“Any fool can criticize, condemn, and complain, and most fools do.”
“Be hearty in your approbation and lavish in your praise.”
“Give honest and sincere appreciation.”

Leadership and Influence

9. “Begin with praise and honest appreciation.”

10. “Call attention to people’s mistakes indirectly.”

11. “Ask questions instead of giving direct orders.”

12. “Let the other person save face.”

13. “Praise the slightest improvement and praise every improvement.”

14. “Give the other person a fine reputation to live up to.”

15. “Make the other person feel important and do it sincerely.”

16. “A person’s name is to that person the sweetest and most important sound in any language.”

Confidence and Personal Growth

17. “Develop success from failures. Discouragement and failure are two of the surest stepping stones to success.”

18. “Most of the important things in the world have been accomplished by people who have kept on trying when there seemed to be no hope at all.”

19. “Do the thing you fear to do and keep on doing it. That is the quickest and surest way to conquer fear.”

20. “If you want to conquer fear, do not sit home and think about it. Go out and get busy.”

21 “Inaction breeds doubt and fear. Action breeds confidence and courage.”

22. “When dealing with people, remember you are not dealing with creatures of logic but creatures of emotion.”

23. “Happiness does not depend on any external conditions. It is governed by our mental attitude.”

24. “Success is getting what you want. Happiness is wanting what you get.”

Worry and Mindset

25. “Our fatigue is often caused not by work but by worry, frustration, and resentment."

26. “Remember, today is the tomorrow you worried about yesterday.”

27. “If you cannot sleep, then get up and do something instead of lying there worrying. It is the worry that gets you, not the loss of sleep.”

28. “When we hate our enemies, we are giving them power over us.29

29. “Cooperate with the inevitable.”

30. “Two men looked out from prison bars; one saw the mud, the other saw the stars.”

31. “Let us not allow ourselves to be upset by small things we should despise and forget.”

32. “Do the hard jobs first. The easy jobs will take care of themselves.”

Service and Success

33. “People rarely succeed unless they have fun in what they are doing"

34.“Flaming enthusiasm, backed up by horse sense and persistence, is the quality that most frequently makes for success.”

35. “The successful person profits from their mistakes and tries again in a different way.”

36. “Act enthusiastic and you will be enthusiastic.”

37. “Do not be afraid of enemies who attack you. Be afraid of the friends who flatter you.”

38. “By fighting you never get enough, but by yielding you get more than you expected.”

39 “The person who seeks all their applause from outside has their happiness in another’s keeping.”

40. “Most of us have far more courage than we ever dreamed we possessed.”

All quotes in this post have been cross-verified with trusted sources, including DaleCarnegie.com , and Dale Carnegie’s published works such as How to Win Friends and Influence People, How to Stop Worrying and Start Living, and The Quick and Easy Way to Effective Speaking. Each quote reflects Dale Carnegie’s authentic voice and enduring message about building trust, influence, and meaningful human connection in business and life.

Frequently Asked Questions - Dale Carnegie

For more on selling with confidence and authenticity, visit the Close The Deal Podcast

Check out Top 40 Zig Ziglar Quotes That Help You Close More Deals

Sales Gaps Exposed: 3 Gaps That Hold Back Growth (and How to Fix Them)

Tue, 04 Nov 2025 15:24:49 GMT

What Are the Three Sales Gaps Holding Back Your Growth? Nicole Vorkapic breaks them down...

Why do so many founders hit a wall at one, three, or even ten million dollars? The truth is, what got you here won’t get you there. The hustle, relationships, and hands-on control that fueled your early growth eventually become the bottlenecks that hold you back. Sales plateau. Your team stalls. You’re working harder but not scaling faster.

In this episode of the Close The Deal Podcast, sales strategist Nicole Vorkapic breaks down the three biggest gaps that stop growing companies in their tracks — sales productivity, customer retention, and pipeline predictability. If your business feels stuck, this conversation will show you how to build structure, systemize success, and finally scale with confidence.

Nicole Vorkapic's Top 15 Close The Deal Mindset Success Quotes:

Mindset & Leadership

“Founders keep doing what worked at two million and wonder why it stopped working at eight.”
“A founder who can’t step out of sales will never step into true leadership.”
“Control what you can control. That mindset alone can change everything.”
“It’s not about gut feel; it’s about evidence-based pipeline management.”
“The moment you build structure, you create freedom for yourself and your team.”

Systems & Structure

“You can’t scale chaos. Without systems and structure, growth stalls.”
“Document what works. If it’s not written down, it can’t be repeated.”
“If every rep describes your sales process differently, you don’t have a process; you have confusion.”
“Structure first, scale second. Every thriving company starts with a solid foundation.”
“You can’t manage what you can’t measure — especially your pipeline.”

Sales & Retention

“If your reps are only selling 28% of the time, you don’t have a sales problem, you have a productivity problem.”
“Customer churn is silent, but it compounds every year if you don’t fix it.”
“Retention isn’t luck; it’s intentional structure and consistent follow-up.”
“When you lose a customer, it takes twice the effort and cost to replace them.”
“Data reveals what emotion hides. Measure your pipeline, and your confidence grows with it.”

Learn more about Nicole Vorkapic

Nicole's Website

Close The Deal Podcast Player:

Close The Deal Podcast With Nicole Vorkapic

Founder: Group E & Company

How Founders Break Through the $1M, $3M, and $10M Sales Plateaus

Why do so many founders stall once their business hits seven or eight figures? The truth is, the very habits that helped you grow early on—hustle, control, and personal involvement—eventually become the obstacles that keep you from scaling. Sales plateau. Your team stalls. You’re working harder but not scaling faster.

In this episode of the Close The Deal Podcast, host Ewell Smith sits down with sales strategist Nicole Vorkapic to uncover the three biggest gaps that stop founders from growing. Nicole has led national sales teams managing more than $120 million in revenue. Today she helps entrepreneurs and executives identify the structural issues that prevent sustainable growth.

If your company is stuck at $1 million, $3 million, or $10 million, this conversation will show you where to look and how to fix it.

The Sales Productivity Gap

Most founders assume sales lag because their team needs better leads or motivation. Nicole reveals the real reason: only 28 percent of a salesperson’s time is spent actually selling. The rest gets lost in CRM tasks, admin work, or chasing unqualified leads. Without a defined sales process, every rep sells differently—and chaos replaces consistency.

Nicole’s fix: document what works. Create a sales playbook that includes qualification criteria, discovery questions, demo frameworks, and objection handling. When your team knows exactly how to sell, results become repeatable.

“If every rep describes your sales process differently, you don’t have a process; you have confusion.” — Nicole Vorkapic

The Customer Retention Leak

Growth isn’t only about adding new customers. It’s about keeping the ones you already have. Nicole calls this the customer retention revenue leak—the silent churn that compounds every year when founders don’t have systems to maintain relationships.

She encourages businesses to treat onboarding and follow-up as structured programs, not random acts of service. Every client should experience the same quality touchpoints at 30, 60, and 90 days.

Simple metrics like usage frequency, support tickets, and engagement scores give you an early warning before customers drift away. Regular quarterly business reviews show clients you’re invested in their success, not just the sale.

The Pipeline Predictability Problem

Founders often rely on gut instinct to forecast revenue. Nicole calls this the pipeline predictability gap—the difference between what leaders feel will close and what actually will.

True predictability comes from evidence-based pipeline management. Each sales stage should reflect buyer commitment, not internal activity. For example, sending a proposal is an action, not progress. The real milestone is when the buyer allocates budget or confirms decision authority.

She also stresses pipeline hygiene. If deals linger past their typical cycle time, investigate why. Unmoved deals over 60 days old often signal either disqualification or a need for leadership involvement.

From Corporate Precision to Local Impact

Nicole built her career inside billion-dollar healthcare companies but chose to bring that discipline home to New Orleans. Her mission now is to help local entrepreneurs and small-business owners apply big-company systems to small-company growth.

She believes Louisiana’s business community thrives when local founders can scale sustainably, create jobs, and reinvest in their cities. Her approach combines engineering logic with human empathy—a balance that helps founders grow without losing their culture or purpose.

Three Diagnostic Questions for Every Founder

Nicole shared three simple questions that instantly reveal where your company is stuck:

If you asked each salesperson to describe your sales process, would they give the same answer? If not, you have a sales infrastructure problem.
Do you know which customers are at risk of leaving in the next 90 days—based on data, not gut feel? If not, you have a retention problem.
Can you forecast next quarter’s revenue with confidence and evidence? If not, you have a pipeline predictability problem.

If you answered no to any of these, you can fix them. Nicole says most businesses can turn things around in just three months by focusing on structure first, systems second, and scale third.

A Founder’s Mindset

Ultimately, scaling a business is less about tactics and more about mindset. When you replace gut decisions with systems, you move from firefighting to freedom.

Nicole’s parting advice captures the spirit of every successful founder:

“Control what you can control. That mindset alone can change everything.” — Nicole Vorkapic

Top 40 Zig Ziglar Quotes That Help You Close More Deals

Fri, 24 Oct 2025 17:40:32 GMT

How Zig Ziglar’s Words Still Shape the Way We Sell (Top 40 Quotes Below)

What You’ll Learn

How Zig Ziglar’s timeless sales principles still drive success in today’s world.
The mindset shifts that separate top producers from average performers.
Why integrity, optimism, and service remain the foundation of every great salesperson.
How to apply Zig’s practical advice to build confidence and close more deals.
Memorable Zig Ziglar quotes that motivate, inspire, and help you sell with purpose.

I never met Zig Ziglar, but I’ve felt his impact firsthand. Early in my twenties, I worked with a young guy named Julio Malara, my very first podcast guest back when the show was called Absolutely Mindset. That podcast eventually evolved into Close The Deal Podcast, but the spark started there.

Before I ever sat down with Julio behind a microphone, I’d already heard his name at work. Everyone kept saying, “Julio’s coming back.” By the third or fourth time, I finally asked, “Who is this Julio cat?”

The next day, he burst into the office like a tornado. We had about 90 employees, and he called everyone to the front to hear him speak about his new book, Do You Have Time for Success? That was the first time I ever heard a motivational speaker of any kind, and it changed me.

Top 40 Zig Ziglar Quotes To Close More Deals

Sales & Persuasion

Stop selling. Start helping.
Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.
You don’t have to be great to start, but you have to start to be great.
Selling is essentially a transfer of feelings.
If people like you, they’ll listen to you. If they trust you, they’ll do business with you.
Timid salespeople have skinny kids.
Your attitude, not your aptitude, will determine your altitude.
You don’t build a business; you build people, and people build the business.

Mindset & Motivation

9. People often say that motivation doesn’t last. Well, neither does bathing- that’s

why we recommend it daily.

10. Failure is an event, not a person.

11. Expect the best. Prepare for the worst. Capitalize on what comes.

12. You were born to win, but to be a winner, you must plan to win, prepare to win,

and expect to win.

13. Positive thinking will let you do everything better than negative thinking will.

14. You cannot tailor-make the situations in life, but you can tailor-make the

attitudes to fit those situations.

15. The greatest of all mistakes is to do nothing because you think you can only do

a little.

16. Repetition is the mother of learning, the father of action, which makes it the

architect of accomplishment.

Leadership & Legacy

17. When you catch a glimpse of your potential, that’s when passion is born.

18. A lot of people have gone further than they thought they could because

someone else thought they could.

19. You never know when a moment and a few sincere words can have an impact

on a life forever.

20. Duty makes us do things well, but love makes us do them beautifully.

21. You can get everything in life you want if you will just help enough other

people get what they want.

22. People don’t buy for logical reasons. They buy for emotional reasons.

23. If standard of living is your number one objective, quality of life almost never

improves. But if quality of life is your number one objective, your standard of

living almost always improves.

Resilience & Purpose

24. Success means doing the best we can with what we have.

25. Make today worth remembering.

26. You don’t drown by falling in water; you drown by staying there.

27. Outstanding people have one thing in common: an absolute sense of mission.

28. When obstacles arise, you change your direction to reach your goal; you do

not change your decision to get there.

29. Lack of direction, not lack of time, is the problem. We all have twenty-four-

hour days.

30. When you do more than you’re paid to do, you’ll soon be paid for more

than you do.

Consistency & Growth

31. Motivation gets you going, and habit gets you there.

32. You don’t have to be sick to get better.

33. When you do the things you need to do, when you need to do them, the day will

come when you can do the things you want to do, when you want to do them.

34. Don’t count the things you do; do the things that count.

35. There are no traffic jams on the extra mile.

36. If you aim at nothing, you will hit it every time.

37. Success occurs when opportunity meets preparation.

38. The chief cause of failure and unhappiness is trading what you want most

for what you want right now.

39. You are the only person on earth who can use your ability.

40. If you can dream it, you can achieve it.

All quotes in this post have been cross-verified with trusted sources, including Ziglar.com , Wikiquote, and Zig Ziglar’s published works such as See You at the Top and Secrets of Closing the Sale. Each quote reflects Zig’s authentic voice and timeless message about selling with integrity, purpose, and passion.

Frequently Asked Questions - Zig Ziglar

For more on selling with confidence and authenticity, visit the Close The Deal Podcast

Check out: Top 40 Dale Carnegie Quotes That Build Influence and Connection

Sell With Courage: How to Overcome Fear of Rejection in Sales W/ Angie Weidel

Tue, 21 Oct 2025 14:05:30 GMT

Five Minutes of Guts: How Courage and DISC Close More Deals. Here's to more confidence with Angie Weidel

Fear stops more deals than rejection ever will. It shows up quietly - a hesitation before a call, a pause before the ask, a voice in your head whispering, “What if they say no?”

On this episode of The Close The Deal Podcast, I sat down with Angie Weidel, owner of Blended Strategies and a returning guest who helps salespeople and entrepreneurs turn fear into focus. Angie’s approach blends self-awareness, communication psychology, and a mindset she calls Five Minutes of Guts - a simple yet powerful idea that can change how you sell and how you show up.

In this episode, we unpack what true confidence looks like, how to read your prospects using the DISC profile, and why chasing “no” might just be the smartest move you can make.

Angie Weidel's Top 10 Close The Deal Mindset Success Quotes:

"Be memorable, not perfect."
"Fear doesn’t disappear; you learn to walk with it."
"Give people permission to say no, and you’ll earn more yeses."
"You’re not selling a product; you’re selling yourself."
"Courage is borrowed five minutes at a time."
"Energy management beats time management every day."
"You don’t find confidence; you build it through action."
"Stop trying to impress people and start connecting with them."
"Authenticity is more persuasive than perfection."
"When you understand yourself, you can finally understand your buyer."

Learn more about Angie Weidel

https://www.blendedstrategiesllc.com/

Close The Deal Podcast Player:

Close The Deal Podcast With Angie Weidel

Founder: Blended Strategies, LLC

Five Minutes of Guts: How DISC, Confidence, and Courage Close More Deals

Fear shows up for everyone in sales, even the confident ones. You can have the perfect pitch, the right product, and the sharpest suit in the room, but if fear takes the wheel, the deal stalls. My guest on this episode of The Close The Deal Podcast, Angie Weidel, knows that feeling well. She’s the owner of Blended Strategies, a sales and communication coach, and a master at helping people find their voice, their confidence, and their courage, sometimes in just five minutes at a time.

Confidence Isn’t About Perfection

When Angie first walked into a networking event in New Orleans wearing pink shoes, pink pants, and the kind of confidence that turned heads, I knew she was someone people remembered. Not because she was flashy, but because she owned the room. That’s what confidence really is. It’s not about being perfect but about being comfortable in your own skin.

Angie says that’s one of the biggest mistakes salespeople make—thinking confidence comes from having every answer, every number, or every word memorized. It doesn’t. “Confidence,” she said, “comes from knowing yourself and being okay with imperfection.” It’s about showing up as who you are, not who you think they want you to be.

That message hits home for anyone who’s ever walked into a meeting with sweaty palms and a forced smile. The truth is, people don’t remember perfect. They remember authentic. They remember how you made them feel. Angie reminded me that in sales, it’s not about performing; it’s about connecting.

Know Yourself, Know Your Buyer: The DISC Advantage

We’ve all heard of the DISC profile, but Angie breaks it down in a way that makes it practical, not theoretical. DISC, short for Dominant, Influencer, Steadfast, and Conscientious, is a simple yet powerful framework that helps you understand how you communicate and how others receive information.

She explains it like this:

D (Dominant ) types are decisive, goal-driven, and want bullet points, not backstories.
I (Influencer) types thrive on stories, energy, and enthusiasm.
S (Steadfast) types value relationships, stability, and reassurance.
C (Conscientious) types want data, precision, and process.

Most of us lean naturally toward one or two of these. But the real power of DISC comes when you use it strategically, when you adjust your approach to match the communication style of the person in front of you.

Angie said something that stuck. “You’re not selling your product; you’re selling you. If you can’t connect in a way that’s meaningful to them, the conversation ends before it starts.”

That’s the art of sales most people miss. We tend to sell the way we like to buy. If you’re an I, you talk fast, tell stories, and bring big energy. But if your prospect is a C, that energy feels like chaos. They’re not rejecting you; they’re rejecting the noise. Once you recognize that, you can shift your tone, your tempo, and even your questions to make the other person comfortable. And when people feel understood, they trust you faster.

Energy Over Time: Managing the Invisible Currency

Angie said something every salesperson should hear. “You can’t win by managing time alone. You have to manage energy.”

That’s one of the most overlooked elements in this business. We talk about balance all the time—work-life balance, time management, efficiency—but none of that matters if your energy is off.

For extroverts, working from home for days on end can be draining. For introverts, a week of back-to-back networking events can feel like running a marathon in dress shoes. Angie calls it energy management. Know where you get charged and know what drains you. Schedule your prospecting and calls around your high-energy windows, and take intentional breaks when your batteries dip.

It’s not lazy. It’s strategic. And it’s the difference between burning out and staying consistent.

Five Minutes of Guts

Here’s the heart of the episode, Angie’s concept called Five Minutes of Guts.

She learned it during her time as a Sandler Training coach. David Sandler used to say, “You don’t need guts for the whole day, just for the call you’re in.”

Angie tells the story of sitting in her car before a prospecting visit, terrified to walk in and ask for a business card. She wasn’t new to people. She’s the kind of person who talks to strangers in the grocery line. But that day, fear had her frozen. Then she remembered the phrase five minutes of guts.

That’s all she needed. Not courage for the day, just enough to open the door, shake a hand, and start the conversation.

She got out of the car, nearly tripped on the curb, realized the door was locked, and had to come back an hour later—but she did it. That’s the point. You don’t need to be fearless. You just need to act before fear catches up.

Every deal, every call, every opportunity comes down to that short window of courage. And once you’ve done it once, it gets easier.

Pursuing No

There’s a powerful mindset shift Angie teaches called pursuing no.

Most salespeople fear rejection like it’s a career-ending disease. We dread hearing no, so we avoid the situations that might produce it. But Angie flips that fear into fuel.

When she walks into a meeting, she’s upfront. “I’m in sales. I’m doing my job just like you’re doing yours. You can tell me no. I just need to have the conversation.”

That transparency does something remarkable. It relaxes people. It humanizes the exchange. And more often than not, the honesty opens doors that pressure never could.

One prospect told her, “I kind of like you. I don’t know about your product yet, but I want to hear more.”

That’s the magic of giving someone permission to say no. It builds trust. It breaks the pattern of hard-closing and manipulation. It says, I see you as a person, not a transaction.

Angie summed it up perfectly. “If you pursue no ten times, you’ll still get a couple of yeses and maybe a few referral partners along the way.”

From Hello to Yes

All these lessons come together in Angie’s course, The Influence Advantage: From Hello to Yes.

It’s an eight-week program that combines DISC, self-awareness, and journaling to help professionals rewire the way they sell. Each week focuses on a different stage of the sales journey, from mindset to communication to follow-up.

The goal isn’t just to close more deals. It’s to build the kind of confidence that lasts beyond the call, confidence rooted in understanding yourself and connecting authentically with others.

As Angie puts it, “Everybody’s in sales, whether you’re pitching a product, a vision, or just convincing your uncle not to bring fruitcake to Christmas again. The key is learning how to communicate and influence with integrity.”

Final Thoughts: Courage Compounds

By the end of our conversation, one thing was clear. Angie doesn’t just teach confidence. She lives it.

Her approach is human. Her lessons are simple but transformative. And her advice to her younger self might just be the best way to close this post.

“Nothing worth having is going to come easy. If you want it, go get it. Pray about it. Pursue it. You may fail in the moment, but you’re not a failure. Everything you learn becomes part of your next win.”

That’s what Five Minutes of Guts really means. Courage compounds. Every time you push through fear, for five minutes, five seconds, or one brave conversation, you grow. And that growth doesn’t just help you close the deal. It helps you become the kind of person who deserves it.

Make today a great day.

How to Make Customers Come to You (Russell Richardson)

Mon, 13 Oct 2025 00:24:31 GMT

The Power of Marketing That Sells for You With Russell Richardson @russflipswhips

What if your marketing did the selling before your customer walked in the door asking for you? That’s the lesson Russell Richardson - better known online as @RussFlipsWhips - has mastered. In this episode of the Close The Deal Podcast, Russell shares how he turned social media into a 24/7 sales engine, attracting customers instead of chasing them.

Russell Richardson's Top 15 Close The Deal Mindset Success Quotes:

“Marketing done right makes selling easy.”
“People buy from those they already trust."
“Your story is your strongest sales pitch.”
“Consistency beats talent when talent isn’t consistent."
“Don’t wait for perfect—start messy and learn fast.”
“The camera doesn’t lie, but it does multiply effort. ”
“Social media is the new showroom.”
“A hook is your digital handshake—make it firm.”
“Post every working day, no excuses.”
“Customers follow energy before expertise.”
“Mentorship fuels momentum.”
“Document the journey-you’ll thank yourself later.”
“Sales is about starting conversations, not finishing them.”
“Be the person they ask for by name.”
“If you stay consistent, you’ll outlast everyone who doesn’t.”

Learn more about Russell Richardson

https://rfwtraining.com/

Close The Deal Podcast Player:

Close The Deal Podcast With Russell Richardson

Founder: Rullsee Flips Whips @russflipswhips

Marketing That Sells Itself

How Marketing Beats the Hard Sell

If you’re waiting for customers to walk through your doors, you’re missing the point. Russell Richardson believes great marketing removes the need for great closing. Just look at Apple—no one is strong-arming you into buying an iPhone. Their message does the selling before a human ever speaks. That’s the mindset he teaches across the country: build such powerful demand that customers ask for you by name.

It’s the same principle top sales performers have quietly followed for decades: create trust and desire before the pitch. When your brand speaks with clarity, the selling part feels effortless. For Russell, it’s about building a reputation so magnetic that customers seek you out—not because you discounted harder or pushed louder, but because they already believe in your value.

Lessons From Washing Cars to Leading Teams

Russell’s journey started with a sleepover that changed his life. A friend’s dad—who happened to manage a dealership—offered him a chance to wash cars for free pizza. That humble start turned into a full-time sales career before he even graduated high school. From there, he discovered the difference mentorship makes. A boss who believed in him gave him room to make mistakes and innovate, even when others doubted the power of social media.

That early support shaped his leadership philosophy today: believe in people before they believe in themselves. He carried that mindset into every leadership role that followed. Whether training rookies on the sales floor or developing future managers, Russell emphasizes that confidence comes from being trusted—and people rise to the expectations you set for them.

Mentorship, he says, isn’t about giving instructions; it’s about unlocking potential. When someone invests belief in you, it sparks the courage to take creative risks. That’s exactly what happened when he picked up his phone and started filming.

Social Media: Your 24/7 Showroom

Russell’s “aha moment” came when he filmed a shaky YouTube review of a Lincoln Aviator. He said “uh” 50 times, but the video sold cars. That’s when it clicked—social media is the new showroom. Every clip, every post, every story is an open door. He stayed consistent, posting daily, improving his craft, and turning the camera into a magnet.

“People want to know, like, and trust you,” he says. “Social lets them do that before they ever meet you.”

Even in a market hit by COVID and inventory shortages, Russell used that downtime to double down on content. Within two years, his online presence went from local buzz to 60 million monthly views. He wasn’t chasing leads anymore; he was attracting them through trust, familiarity, and authenticity.

His philosophy is simple: social media shouldn’t feel like selling—it should feel like storytelling. Every post is a window into your work ethic, personality, and expertise. And when people connect with your story, they buy into you long before they buy from you.

The Psychology Behind Attraction Marketing

Traditional sales rely on pressure; attraction marketing relies on pull. Russell teaches that modern buyers don’t want to be convinced—they want to be confident. They research online, watch content, and read reviews before ever stepping foot in a dealership. The brands that win are the ones that guide, educate, and entertain throughout that journey.

When you consistently show up online, you’re not interrupting your customers—you’re staying visible while they’re already searching. That’s how Apple, Nike, and Tesla do it. They dominate attention before the transaction ever happens. Russell simply applies that same psychology to the dealership floor: make the customer feel empowered, not cornered.

The Three Keys to Building Momentum

When Russell teaches dealerships, he boils success down to three words:
Start. Learn. Stay.

Start posting—don’t wait to be perfect. Learn constantly—watch, analyze, and adapt. Stay consistent—because your competition won’t.

He tells every salesperson to post once per working day on Facebook, Instagram, YouTube, and TikTok. “Your next customer is probably on only one of those platforms,” he says. “So why guess?”

Consistency compounds. Every piece of content builds awareness, familiarity, and authority. And never underestimate the power of a good hook—the first two seconds determine if people stop scrolling or stay to buy.

Russell’s advice to anyone struggling with content is simple: start where you are. Don’t worry about the perfect camera, lighting, or caption. The goal is to be visible, not flawless. People relate more to real than polished.

Turning Consistency Into a Sales Machine

Russell’s formula isn’t theory—it’s tested. One video alone brought in 500 leads and still generates business a year later. Another helped sell out inventory that the local market couldn’t move. The results are measurable: more engagement, more leads, more deals, and a dealership brand that dominates its market online.

When he left the showroom to launch RFW Training, he turned his playbook into an online and in-person system that any dealership can use to scale results. His coaching focuses on removing friction between salespeople and customers by empowering both through transparency and content.

He’s proof that today’s most successful salespeople aren’t the ones making the most calls—they’re the ones creating the most connection. The camera, once a source of discomfort, has become the most powerful tool in his arsenal.

His advice for anyone in sales—cars or otherwise—is simple:
“Document your journey. People buy your story before they buy your product.”

Conclusion

Russell’s story proves that social media isn’t just for influencers—it’s for anyone who wants to control their pipeline. If you want to learn how to turn attention into action and build a business people ask for by name, this episode is for you.

Is SEO Dead? How AI Search Is Changing Everything: Lonnie Jones

Mon, 06 Oct 2025 22:29:06 GMT

What You’ll Learn

How Google’s new AI-driven search puts real experts, not algorithms, back in charge.
The hidden SEO habits silently killing your rankings (and how to fix them fast).
A smarter way to stay visible: build reviews, show your face, and let AI trust your authority.

AI is changing SEO dramatically. Here's how to stay TOP OF SEARCH with Lonnie Jones

Artificial intelligence(AI) is transforming the way search engines understand, rank, and reward content.

In this episode of the Close The Deal Podcast, host Ewell Smith sits down with Lonnie Jones, founder of Local SEO Help, to uncover how AI is reshaping visibility, why traditional SEO strategies are failing, and what it now takes to earn Google’s trust. From website redesigns that destroy rankings to the rise of “human SEO,” Lonnie explains how to stay visible, credible, and competitive in a search world that’s changing by the minute.

TOP 5 SEO Mistakes

Lonnie also addresses, through the lens of a local SEO provider expert serving franchisors, the top 5 mistakes he sees over and over that costs rankings.

Lonnie Jones Top 10 Close The Deal Mindset Success Quotes:

“ You’re the one that’s the glue - you’re the one who figures things out.”
“Platforms love to say ‘scale,’ but too often it’s scaling at the cost of results.”
“Giving every location its own website just dilutes your authority.”
“If you’re not above the fold—in the top five—you’re not going to make a dollar.”
“Until you have twenty reviews, Google doesn’t even take you seriously.”
“It’s all about recency - consistent reviews build momentum fast.”
“Content became a commodity—anyone can build a thousand-page site in a weekend.”
“AI doesn’t care about brands; it cares about people.”
“Google wants to know who’s behind the advice—it won’t trust a faceless website.”
“Make reviews a KPI - put them in your operations manual.”

Learn more about Lonnie Jones

https://localseohelp.com/

Close The Deal Podcast Player:

Close The Deal Podcast With Lonnie Jones

Founder: Local SEO Help

How AI Is Rewriting the Rules of SEO

Search visibility has never been more unpredictable. On this episode of the Close The Deal Podcast, Ewell Smith sits down with Lonnie, Jones founder of Local SEO Help , to talk about the collision between search engines and artificial intelligence. Lonnie has spent over fifteen years helping companies dominate Google rankings and local markets. Now, he’s helping business owners adapt to a new reality—one where AI is transforming how customers find, trust, and choose who to do business with.

“The truth,” Lonnie says, “is that search isn’t what it used to be. Google’s changing, and AI is changing faster.” From website migrations gone wrong to AI-driven search engines that reward real expertise over algorithms, this conversation breaks down what’s actually working in 2025—and what’s not.

The Next Digital Shift

For most companies, the first SEO crisis happens right after a redesign. “You spend a fortune on a shiny new site and then wake up to find all your leads are gone,” Lonnie explains. It’s not the design—it’s the structure. Redirects vanish, metadata disappears, and search engines lose track of who you are. “It’s like moving to a new house and forgetting to tell the post office,” he says.

The solution is simple but often ignored: get an independent SEO audit before launch. It’s far cheaper to fix errors before Google re-indexes your site than to spend months clawing your way back.

The Myth of Starting from Scratch

One of Lonnie’s biggest frustrations is watching businesses sabotage their own authority. “Every time someone launches a new site or separates locations under different domains, they throw away the equity they’ve already earned,” he says. Google rewards consolidation and consistency. The more you divide your web presence, the weaker your online footprint becomes. His rule of thumb: build under one strong domain, not a dozen weak ones.

Content Chaos vs. Content Strategy

Most brands produce content without a plan—blogs that jump from random topics to half-finished ideas. “That’s not SEO,” Lonnie says. “That’s noise.” Google now prioritizes topic depth and expert cohesion . To rank, you need interconnected posts that explore subjects in full. Think chapters, not tweets. A site that publishes ten well-structured pieces around one core theme will outperform a hundred scattered blogs every time.

“Google doesn’t want you to talk about everything,” Lonnie explains. “It wants you to be the best at something.”

The Rise of Human SEO

For years, brands tried to automate personality out of their content. Now, AI is forcing them to put it back in. “Google doesn’t trust faceless websites,” Lonnie says. “It wants to know who is behind the information.” Search algorithms increasingly favor people with verifiable expertise—real names, credentials, and public profiles. “If you hide the expert, you hide your authority.”

He points to Google’s E-E-A-T framework—Experience, Expertise, Authoritativeness, and Trust—as the new measuring stick for visibility. The more human your content feels, the more AI believes it.

Why Most SEO Fails at the Finish Line

Many agencies do half the job. “They’ll get you from page five to page two,” Lonnie says, “but you’ll never reach number one.” He measures SEO quality with scoring tools—most client pages rank 50 to 60 out of 100. That’s functional, not competitive. The last 20 percent—the technical polish, the schema, the on-page optimization—is what separates the winners from the rest. “If you’re not in the top five, you’re invisible,” he says. “That’s just math.”

Reviews Are the New SEO Fuel

Ask Lonnie what matters most right now, and he won’t hesitate: reviews. “Until you have twenty reviews, Google doesn’t even take you seriously.” But it’s not just about quantity—it’s about consistency. Steady new reviews tell search engines that your business is alive and trustworthy. The smartest teams make review requests part of their daily operations. “If I ran a company,” Lonnie says, “review volume would be in my scorecard. It’s the oxygen of visibility .”

When AI Took Over the Search Game

Then came the disruption no one saw coming. “For years I jogged to stay in front of Google,” Lonnie says. “Now I have to sprint to stay ahead of AI.” The explosion of generative content has flooded the internet with thousands of pages of mediocre text. Search engines can’t rely on keywords anymore—they need authenticity signals.

“AI doesn’t care about brands,” he explains. “It cares about people. It wants to know who’s trustworthy, not who spent the most on ads.” That means personal authority, media mentions, and credible backlinks are replacing old-school SEO hacks. The machines are learning to read your reputation.

Visibility Through Proof, Not Volume

AI-driven platforms evaluate credibility like a résumé. They cross-check podcasts, articles, transcripts, and profiles to verify that an expert is real. Lonnie calls this “proof-of-presence SEO.” If you’re quoted in media, interviewed on podcasts, and active on LinkedIn, AI connects those dots. “The future belongs to the humans behind the logos,” he says. “If AI can’t find your voice, it can’t find your business.”

How Search Behavior Is Changing

People no longer search the way they type—they search the way they talk. “Instead of ‘roofing company,’ users now say, ‘Who’s the best-reviewed roofer near me that installs metal roofs?’” Lonnie explains. That means SEO must adapt to intent-based and contextual search. Voice search and conversational prompts reward long-form, natural explanations over robotic keyword strings. “The sites that sound human will win the AI war,” he says.

Staying Human in an Automated World

Lonnie sees opportunity in the chaos. “You can’t fake trust,” he says. “SEO used to be about tricks. Now it’s about truth.” Businesses that build credibility through real voices, consistent reviews, and quality content will thrive even as algorithms evolve. The takeaway: authenticity scales better than automation.

“You’re either sprinting ahead of the algorithm or chasing it,” Lonnie says. “And if you’re chasing, you’re already behind.” His advice to every business owner is simple: be visible, be human, and stay real.

Will AI Replace Salespeople? Not If You Do This...Henry Hays

Mon, 29 Sep 2025 12:58:45 GMT

Ignoring AI Too Long Could End Your Career. What Henry Hayes Teaches Executives About AI in Sales

Sales is at a crossroads. The old way of grinding through calls, emails, and research is giving way to a new reality powered by artificial intelligence.

In this episode of the Close The Deal Podcast, I sit down with Henry Hayes, founder of Disrupt Ready and adjunct professor at LSU, to explore why embracing AI isn’t optional - it’s survival. Henry explains how sales pros can cut out the boring, tedious work, sharpen their focus on customers, and thrive in a world where change is no longer optional but inevitable.

Henry Hays Top 10 Close The Deal Mindset Success Quotes:

“Buyers know if your agenda is bigger than the value you create.”
“Every ‘no’ takes a piece of your sales soul- but wins come from serving.”
“Salespeople are good at faking service, but pros do it without expecting anything in return.”
“Change or die: resisting AI is like resisting the internet in the ’90s.”
“Salespeople are more used to change than they think - AI is just another shift.”
“If you could remove the boring and mundane from your week, why wouldn’t you?”
“Start with what you hate doing—that’s where AI can help first.”
“A confused customer never buys—start simple, build momentum.”
“Every business has kinks in the hose—AI finds and fixes them.”
“The genie is out of the bottle—ignore AI and you won’t survive in sales.”

Learn more about Henry Hays

https://www.disruptready.com

Close The Deal Podcast Player:

Close The Deal Podcast With Henry Hays

Co-Founder: Disrupt Ready

AI in Sales: Change or Be Left Behind

Sales is at a crossroads. The old way of grinding through calls, emails, and research is giving way to a new reality powered by artificial intelligence. In this episode of the Close The Deal Podcast, I sit down with Henry Hayes, founder of Disrupt Ready and adjunct professor at LSU, to explore why embracing AI isn’t optional—it’s survival. Henry explains how sales pros can cut out the boring, tedious work, sharpen their focus on customers, and thrive in a world where change is no longer optional but inevitable.

The Biggest Mistake Salespeople Still Make

Henry doesn’t sugarcoat it: buyers today have sharper instincts than ever. They can instantly sense when a salesperson’s agenda outweighs their intent to provide value. The result? Calls ignored, emails unanswered, and opportunities lost.

He frames it in terms of what he calls the “sales soul.” Every “no” chips away at that spirit, making it harder to bounce back and keep fighting. The antidote, he says, is simple but not easy: stop faking service and start serving for real. True pros help without expecting anything in return, and in the long run, that wins more deals than slick scripts or empty promises.

The Power of Mentorship in Sales Growth

When asked who helped him most in his career, Henry points to mentors—people who poured into him with advice, feedback, and even tough love. These relationships, he says, “pull time forward.” Mentorship accelerates growth by collapsing the trial-and-error curve, and the bonds built often become lifelong.

Henry shared how meaningful it was to save his 100th podcast episode for one of his key mentors, a gesture that honored the impact of guidance and accountability. For sales professionals, the lesson is clear: seek mentors, become a mentor, and treat mentorship as a long-term investment in success.

From Pharma to AI - Henry’s Sales Journey

Henry didn’t march into sales with open arms—he fought it. Extroverted and personable, he was constantly told he’d be a natural. But his initial view of sales was negative: convincing people to buy things they didn’t need.

Instead, he earned a teaching credential, coached basketball, and worked nights waiting tables. Fate intervened when opportunities pulled him into pharmaceuticals, an industry where he would spend nearly two decades. Along the way, mentors reframed his mindset from pushing products to delivering value.

After co-founding and selling a pharma company, Henry stood at a fork in the road. He chose emerging technology—specifically AI—as the next frontier, founding Disrupt Ready to help leaders adapt to rapid change.

Why Sales Must Adapt to AI Now

Henry frames the challenge with one phrase: change or die.

Our brains resist change. The amygdala triggers fight-or-flight, and for many seasoned sales pros, AI feels like a threat—“I’m not techie,” “machines will take our jobs,” or “that’s not ready yet.” But as Henry reminds us, we’ve been here before.

In the 1910s, people wondered if automobiles would ruin jobs. In the 1970s, people scoffed at ATMs replacing tellers. In the 1990s, many questioned whether the internet would really impact sales. Each time, those who resisted fell behind. AI is simply the next wave—only moving faster. Sales pros who embrace it gain efficiency and competitive advantage. Those who don’t? They’ll be replaced by those who do.

Where to Begin with AI in Sales

The good news is that the first step doesn’t require a PhD or coding skills. Henry suggests starting by asking a simple question: What part of your job do you hate most?

Is it spending hours on email? Researching prospects? Drafting proposals? That’s where AI can help first.

He recommends tools like Otter.ai and Fireflies, which act as meeting assistants—capturing notes, tracking commitments, and surfacing details long after your memory fades. Even simple applications of ChatGPT can save hours, such as generating variations of press releases or emails.

Henry compares it to having “Albert Einstein in your back pocket.” Why wouldn’t you use it?

Digital Natives vs. Executives

Henry’s perspective as both a consultant and a professor gives him a unique vantage point. His college students are digital natives—AI feels second nature to them, just another app in their daily lives. Executives, however, often arrive nervous, confessing, “We don’t even know what we don’t know.”

That admission of blindness is exactly where Henry begins, educating leaders on what AI is, how it works, and where to apply it. The urgency is rising quickly. At a recent keynote, only four out of 200 attendees lacked a ChatGPT account—proof that adoption is accelerating across all age groups.

The Tools Driving Sales Innovation

Henry emphasizes the importance of moving beyond the “kids’ table” of AI. Using ChatGPT for brainstorming or Otter for transcripts is a good start, but the deeper value comes from advanced integrations.

Otter.ai and Fireflies act as meeting assistants that capture, track, and organize conversations. ChatGPT helps with research, writing, brainstorming, and automation. Heygen and Synthesia allow sales pros to create AI-generated avatars that deliver personalized video messages. Voice agents and clones can automate inbound calls, customer follow-ups, and even internal processes.

Imagine getting a video message from your local dealership’s owner reminding you to bring in your car before the warranty expires. If that saves you thousands, does it matter that the video was AI-generated? For customers, the answer is no—it’s about value.

The Future of Sales — Augmented, Not Replaced

Despite the hype, Henry doesn’t see AI replacing great salespeople. Instead, he sees it as augmentation: removing tedious tasks so professionals can focus on what matters - building trust, delivering value, and closing deals.

He also notes that real-world connection will only grow more important. As AI generates more digital noise, live events, face-to-face meetings, and personal trust will be the differentiators. AI can get you in the door faster, but the human element will still close the deal.

Closing Thoughts

Henry’s message is simple: the genie is out of the bottle. AI isn’t coming someday—it’s here, and it’s moving at breakneck speed. Salespeople, executives, and students alike must get comfortable experimenting, learning, and applying AI to stay competitive.

Change or die has never been more true.

Crush Sales Objections: Top 5 Role-Play Scenarios With Lisa Laird

Mon, 22 Sep 2025 22:46:39 GMT

Proven Strategies to Turn Objections Into Opportunities With Lisa Laird

Objections aren’t roadblocks! They’re invitations to prove your value. In this episode, sales trainer Lisa Laird breaks down the top five objections every salesperson faces and shows how to transform them into opportunities that close deals.

Lisa Laird's Top 15 Close The Deal Mindset Success Quotes:

“You’re great at what you do - but I’m also very good at what I do. You have to let me do my job to solve the problems you hired me for.”
“I didn’t realize how good I was until I had to be.”
“Sales wasn’t easy - sales was the answer.”
“When you’re confident, it flows. And it’s contagious - people want to hear more.”
“The one that’s most prepared wins.”
“You have 30 seconds to earn another 30 seconds.”
“If you don’t show confidence and you don’t show you’re busy, they’ll feel like they’re your guinea pig - and that’s scary.”
“Know the industries, know the timing. If you go in at the wrong time, they’ll remember you negatively.”
“When you listen long enough, people will sell themselves.”
“Just know what you’re saying no to — because a 15-minute meeting could change everything.”
“In networking, set the standard from the beginning — we’re here for business, not just coffee.”
“It’s not my clients’ job to build my business. It’s my job.”
“You can’t be afraid to have the tough conversations. If you’re not getting referrals back, address it head-on.”
“If someone tells you it’s not a good time, keep following up — it often takes seven touches to land the appointment.”
“Don’t pay your bills on luck — pay them on results.”

Learn more about Lisa Laird

https://www.nolapersistence.com/

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Part 1 Close The Deal Podcast Player:

Part 2

Close The Deal Podcast With Lisa Laird

Owner: NOLA Persistence

The Sales Mindset: Overcoming Objections with Lisa Laird

Every salesperson faces objections. What separates the best from the rest is not avoiding them but mastering them. In this Close The Deal podcast episode, sales trainer and 20-year veteran Lisa Laird shared her top five most common objections — and the mindset shifts that turn them into opportunities.

Why Confidence is Non-Negotiable

Lisa reminds us that confidence is not arrogance; it’s professionalism. Walking into a prospect’s business without setting the standard is handing over control. As she puts it, “You’re great at what you do — but I’m also very good at what I do. You have to let me do my job to solve the problems you hired me for.”

Sales as Survival — and a Calling

For Lisa, sales wasn’t optional. As a single-income mother, her family’s survival depended on her ability to sell. “I didn’t realize how good I was until I had to be. Sales wasn’t easy — sales was the answer.” That urgency gave her a lifelong appreciation for the power of commission-based work to change lives.

Preparation Wins Games — and Deals

Talent matters, but preparation wins. Lisa compares sales to sports: “The one that’s most prepared wins.” That means knowing your prospect’s business, timing your approach, and avoiding “wrong time” impressions. A restaurant at 11 a.m. is chaos; a daycare at drop-off is chaos. Smart timing builds trust before the first word is spoken.

The GET Method: Greet, Explain, Time

Her practical framework for cold approaches is simple:

Greet : Introduce yourself confidently.
Explain : Highlight the value you bring.
Time : Offer a specific follow-up appointment.

By giving direction instead of asking when they’re free, you communicate confidence and competence.

The 30-Second Rule

In sales, time is currency. Lisa teaches that “You have 30 seconds to earn another 30 seconds.” That’s why great openers, confident delivery, and engaging questions matter.

Why Listening is the Ultimate Sales Tool

Objections aren’t barriers — they’re information. “When you listen long enough, people will sell themselves.” Asking smart questions and allowing prospects to articulate problems lets them uncover the very need you’re there to solve.

Networking with Intention

Lisa is clear that networking isn’t about coffee chats. “In networking, set the standard from the beginning — we’re here for business, not just coffee.” Establishing expectations prevents wasted time and creates mutual value.

Generating Referrals the Right Way

One of Lisa’s most powerful tactics is turning vague referral requests into concrete wins. Instead of asking, “Do you know anyone?” she brings a list of 25 companies and asks contacts to highlight who they know. “It’s not my clients’ job to build my business. It’s my job.”

Handling the Top 5 Objections

Lisa walked us through five of the most common objections:

“Can you leave your card?”
Response: Don’t. Cards go into a pile of 300 others. Set the standard and insist on meeting the decision maker.
“Send me an email with your prices.”
Response: Prices without context are meaningless. Instead, explain you’ll prepare tailored solutions after a fact-finding conversation.
“I’m not interested.”
Response: Probe gently. Ask if their team’s follow-up system is really as effective as they believe. Sometimes “not interested” is just a shield.
“It’s not a good time.”
Response: Keep following up. It can take seven touches to land a meeting. Persistence builds credibility.
“We had a bad experience with another company.”
Response: Relate as a business owner. Everyone has had unhappy clients. Position yourself as the second-chance provider who delivers 150%.

Why Objections Are Invitations

Objections don’t mean “no” — they mean “show me.” As Lisa puts it: “Don’t pay your bills on luck — pay them on results.” Her resilience is proof that persistence, preparation, and mindset make all the difference.

Authority Hubs: How to Structure Content for AI-First Rankings

Thu, 18 Sep 2025 17:47:52 GMT

Why Traditional SEO is Fading Fast and Why AI Will Decide Who Gets Found Next

At the end of this post, I will summarize the key steps you need to take to assure your website is found and a few nuances to button up your site.

And my final thoughts on who wins in sales and marketing...

First, we must adjust our marketing mindset and provide some relevant-real-world context...

"Change or die." That’s the mantra behind my 100th Close The Deal podcast we just published, and it’s the mindset driving this shift. Today, I want to walk you through the AI search strategy I’m using for CloseTheDeal.com and why you need one of your own.

Traditional SEO worked. I’ve lived it. If you Google Close The Deal right now, you’ll see the site ranking #1 organically anywhere in the world. That’s proof the old playbook using keywords, backlinks, consistent content can get you to the top- BUT...

Reality is the game is changing wicked fast.

By the end of the year, what you know about SEO today won’t look the same tomorrow. Google is shifting to an AI-first search experience where keywords won’t carry the weight they used to. And if you’re not adapting, you’re going to get left behind.

The Problem With Keyword-First SEO

For years, SEO meant chasing phrases like “best franchise opportunity” or “AI sales tools.” You’d hire an SEO agency, run audits, and try to hit keyword density targets. Did it work? Sure. Sometimes. But it also created a system that was easy to game and often rewarded volume over value.

People like us hate this - none of us want to scroll through 10 pages of keyword-stuffed articles anymore. We want clear answers from trusted sources. Google knows it.

Enter AI Search

Google’s Search Generative Experience (SGE) is rolling out, and other platforms like Perplexity and ChatGPT with browsing are already reshaping how people find information. Instead of serving up a list of 10 blue links, AI summarizes the answer and then recommends the most trusted sources.

Notice the shift: it’s no longer about who hit the keyword. It’s about who owns the topic.

And this isn’t just my take. Neil Patel, Co-Founder of NP Digital recently pointed out that searches for terms like AI SEO, AI Ranking, and AI Citations are spiking. His comment summed it up perfectly:

“Whether you want to call it GEO, AI SEO, SEO, or anything else… the more important thing is that you focus on ensuring LLMs are citing your business.”

That’s the undercurrent driving my strategy. Just like backlinks defined the old SEO game, citations from AI engines will define the next one. If AI assistants surface the answer to a sales or marketing question, I want them pointing to CloseTheDeal.com.

Authority, Not Just Keywords

This is why I’m shifting Close The Deal. If you’re consistently creating depth of content around sales, marketing, and AI and not just a one-off article , you build topical authority. Instead of trying to rank for “close the deal meaning” or “AI sales tools,” you become the brand AI associates with those conversations.

Think about it: when someone asks, “How do I overcome sales objections?” - would you rather compete with 1,000 blog posts on the same keyword… or have ChatGPT, Google Gemini, or Perplexity cite CloseTheDeal.com as the trusted answer?

Per Henry Hays, Co-Founder of Disrupt Ready , "There are 700 million ChatGPT users worldwide, and of those users less than 20% are daily users. We now also know an AI search converts 10-40% vs 2% from SEO."

Freshness Matters

Another thing AI prioritizes is fresh content. If you wrote “Top AI Tools for Sales” in 2023 and never updated it, you’re invisible by 2025. But if you refresh it every quarter, add insights from your own experience, and tie it to real-world results, you win.

AI rewards recency, relevance, and credibility.

Why You Should Move Now

If you’re still playing the old SEO game, you’re on borrowed time. The next six months are about building:

Topical hubs (clusters of content around sales, AI, lead gen, closing techniques).
Personal credibility (your voice, your podcast, your experience woven into the articles).
Freshness cycles (updating content regularly so AI trusts you’re current).

The businesses that embrace this shift will own the AI search results. The ones that don’t will still be chasing keywords while their traffic dries up.

The Close The Deal Approach

Here’s how I see it:

CloseTheDeal.com becomes the flagship hub for sales and marketing insights, AI-driven strategies, and podcast interviews with entrepreneurs, sales leaders, and marketing disruptors.
Over time, I’ll migrate my franchising content over to YourFirstFranchise.com , where it will continue to serve people exploring business ownership through franchising.
That shift allows me to replicate the Close The Deal playbook using the steps below , but laser-focused on all things sales and marketing (that drives leads).

Together, the two sites create clarity: YourFirstFranchise.com ** owns franchising, while CloseTheDeal.com evolves into the authority on selling, marketing, and AI.

** "Your First Franchise" became a keyword once we became known in the franchising world. As of this publishing, there are now 3 sponsored ads typically trolling the keyword that's our name.

SUMMARY OF DETAILS TO BUTTON UP

Structured Data (Schema Markup – SEE BELOW FOR DETAILS

Add schema (FAQ, How-To, Article, Podcast, etc.) to your content.
This helps Google and AI models “understand” your page context and

makes it more likely to be cited.

Author Profiles & E-E-A-T Signals

Create a clear author bio page (with your name, photo, credentials, podcast/book links).
Add author schema to posts so AI knows who is behind the content.
AI and Google weigh Experience, Expertise, Authoritativeness, Trustworthiness heavily now.

Crawlability & Indexing

Make sure your site loads fast, uses HTTPS, and has a clean sitemap submitted to Google Search Console.
If your site isn’t technically healthy, AI won’t surface it, no matter how good the content is.

Content Linking Structure

Internally link related posts to build “authority hubs.”
Externally link to authoritative sources (and get backlinks when possible).
This shows both Google and AI that your content is part of a credible knowledge ecosystem.

Multimedia & Transcripts

Upload podcast transcripts, embed videos, add alt-text to images.
AI pulls from text — so the more structured text you give it, the more you’ll be cited.

Regular Updates & Versioning

Add “Last Updated” dates to posts.
Refresh content quarterly so AI knows it’s current (AI tends to prefer more recent sources).

SCHEMA MATTERS

The most important code to embed on your website to improve visibility in AI-driven search is schema markup (structured data).

This allows search engines and AI systems (like ChatGPT, Gemini, Perplexity, and Google’s AI Overviews) to clearly understand, categorize, and cite your site’s content boosting your chances for answer boxes and AI citations.

What Schema Markup Should You Use?

Article schema: For blog posts, news, and informational pages, it communicates authorship, topic, headlines, dates, and more.
FAQ schema: For frequently asked questions, service, product, or pricing pages, it helps AI find and directly quote your page.
Organization schema : Defines your business, linking your brand, logo, contact info, and social profiles for authority and trustworthiness.
Product or Service schema: For e-commerce and services; helps AI understand your offerings for recommendation purposes.
Review schema: For testimonials and reputation; may result in rich snippets.

How to Implement Schema Markup

Add schema as JSON-LD code within the <head> or just before </body> in each page’s HTML. For example:

{

"@context": "http://schema.org",

"@type": "FAQPage",

"mainEntity": [

{

"@type": "Question",

"name": "What are your business hours?",

"acceptedAnswer": {

"@type": "Answer",

"text": "We are open Monday to Friday, 9am to 6pm."

}

]

}

</script>

Validate your schema using Google’s Structured Data Testing Tool and update regularly as your content grows.

Technical SEO Reminders

Keep essential content in HTML, not hidden behind JavaScript, for maximum AI crawlability.
Maintain up-to-date XML sitemaps, robots.txt, and clean internal linking for strong discoverability.
FAQ, Article, and Organization schema are easiest to implement early; expand to Service/Product/Review as needed.

Embedding schema markup is now the “special code” most recommended to future-proof your site for AI search

Final AI Thought

I really believe AI won’t replace salespeople, marketers, or entrepreneurs. But those salespeople, marketers, or entrepreneurs who leverage AI will replace those who don’t.

The same is true for SEO. Keywords won’t disappear overnight, but the weight is shifting. Authority, freshness, and AI citations are what’s going to get found next.

That’s why I’m moving Close The Deal into an AI-first sales and marketing brand and shifting franchise-specific content to YourFirstFranchise.com over the coming months.

The future of getting found isn’t about playing the old SEO game. It’s about leading the conversation so AI has no choice but to point to you.

Creating Opportunity Through Change: Harlon Pearce

Wed, 17 Sep 2025 15:44:40 GMT

Real Change Demands Creating, Not Competing: Harlon Pearce - Owner Harlon's La Fish

In business, competing often means chasing someone else’s game. Real change comes when you create new markets, new strategies, and new ways forward. As Harlon Pearce shared in this 100th episode of the Close The Deal Podcast, the businesses that survive aren’t the ones fighting over scraps but the ones bold enough to shape the future on their own terms.

Harlon Pearce's 10 Close The Deal Mindset Success Quotes:

“When one door closes, there’s always another - but you’ve got to run through it.”
“The one constant in our business is change.”
“If you stay in the past, you’re going nowhere. You’ve got to keep moving ahead.”
“First, earn respect by doing the right thing for the right reasons - then you can affect change.”
“Change isn’t easy. It costs money, time, and mistakes - but it’s the only way to grow.”
“If you’re competing, you’re failing. You have to create.”
“A steady, moderate price with volume beats chasing quick money every time.”
“Marketing works when you make it fun. Fun brings people in.”
“Don’t wait for opportunities - create your future instead of waiting for someone else to fix it.”
“As long as you enjoy and have fun in what you do, you never get too old.”

Learn more about Harlon Pearce

https://www.laseafood.com/

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Close The Deal Podcast With Harlon Pearce

Owner: Harlon's La Fish

Change Is the Constant: Lessons from Seafood Pioneer Harlon Pierce

From rebuilding after Katrina to reinventing seafood markets, Harlon Pierce has never slowed down. At 79 years old, he continues to lead, innovate, and prove that one constant in business - and life - is change.

In this 100th episode of the Close The Deal Podcast, Ewell Smith sits down with his longtime mentor to unpack lessons in resilience, leadership, crisis management, and creating opportunity when others see only obstacles.

Harlon Pierce: A Mentor and Leader

Ewell opens the conversation by introducing Harlon as one of his most influential mentors. Together, they endured some of the most challenging crises to ever hit Louisiana’s seafood industry: hurricanes Katrina, Rita, Gustav, Ike, and the BP Oil Spill. Through these experiences, Ewell saw firsthand how Pierce exemplified grit, vision, and adaptability.

Harlon’s leadership extended beyond seafood distribution. He helped create national marketing initiatives, fought for fishermen in Washington, and showed how industries can rise stronger after devastating setbacks.

The Favorite Table to Close the Deal

When asked where he’d take someone in New Orleans to “close the deal,” Harlon named Houston’s on St. Charles Avenue. It’s reliable, consistent, and always delivers—just like his approach to business. For him, success requires creating steady, moderate growth, not chasing flashy wins.

Ewell’s pick? GW Fins, another staple that embodies quality and consistency. The exchange highlighted a key mindset: winning deals requires not only good conversation, but also a setting that represents trust and stability.

Early Influences and the Call of Seafood

Though he once studied law, Harlon was pulled into the seafood business while working for his uncle. He soon realized that seafood offered something law could not: the chance to make a difference every day.

Influential mentors, like Preston Battistella, inspired him to innovate. Together, they developed the now-standard wax-coated seafood shipping box, which helped expand fresh product sales nationwide. This blend of innovation and determination shaped the career that followed.

The Drive at 79: Why He Keeps Going

At nearly 80 years old, Harlon’s drive remains unmatched. His simple philosophy: “If you stop, you stop.” He believes staying active, embracing change, and seeing opportunities keeps both body and mind alive.

Retirement isn’t in his vocabulary because every door that opens presents another chance to build, create, and influence the future.

Crisis Management: Running Toward the Fire

From Katrina’s devastation to the oil spill that shut down seafood markets worldwide, Harlon proved that effective crisis management starts with action.

Two days after Katrina, he was one of the first businesses back open in New Orleans. He cut through downed trees to reach Baton Rouge, opened a new bank account to keep money flowing, and found facilities to resume operations. By housing employees in FEMA trailers behind his plant, he not only restarted his business but helped his team survive.

His philosophy? In a crisis, you must earn respect by doing the right thing for the right reasons. That respect builds credibility with decision-makers—and makes it possible to secure the resources needed to recover.

Creating New Markets: Wild Catfish and Beyond

Harlon’s recent pivot into wild catfish is proof that opportunity exists when others aren’t looking. By navigating complex USDA regulations, he built one of the largest wild catfish operations in the country, moving over 300,000 pounds a month.

The key wasn’t just selling fish—it was creating livelihoods for fishermen who had been starving in the shrimp industry. By building a steady, moderately priced market, Harlon ensured sustainability for both his company and the fishermen who supply it.

Marketing Seafood: Make It Fun

Ewell and Harlon reminisced about their post-Katrina marketing campaigns. From building the world’s longest po-boy to throwing chef-driven events in Washington, they turned crisis recovery into a celebration of culture, food, and resilience.

Marketing, in Harlon’s view, must be fun and creative. Serious work is required, but joy is what grabs attention and builds long-term loyalty.

Pricing with Wisdom, Not Greed

Another recurring theme in the conversation was pricing strategy. Harlon warned against the trap of chasing short-term spikes. Inflated prices may bring a quick boost, but they open the door for imports and collapse domestic markets.

Instead, he emphasized the importance of steady, moderate pricing with reliable volume. That’s how you build markets that last.

The Constant of Change

Harlon’s most enduring lesson is simple: change is the only constant. Whether adapting to crises, shifting consumer demand, or global competition, businesses that embrace change thrive while others fade away.

This mindset fueled his work with the Louisiana Seafood Promotion and Marketing Board, the Gulf Council, the Gulf Seafood Institute, and countless other efforts to move the industry forward.

Mentorship and Gratitude

Ewell closed the conversation by reflecting on Harlon’s mentorship. From his first National Restaurant Association show to navigating crises as an executive director, Harlon’s willingness to listen and guide shaped Ewell’s career.

The takeaway for listeners: find mentors. They accelerate your growth, offer perspective, and help you see opportunities you might otherwise miss.

Closing Thoughts

As Harlon put it: “As long as you enjoy and have fun in what you’re doing, you never get too old.”

This 100th episode of Close The Deal Podcast is not just a milestone -it’s a reminder that resilience, creativity, and mentorship are the keys to building businesses, communities, and futures that endure.

Call to Action

No matter the challenge you’re facing, lean into it. Find guidance. Create opportunities. And know that the scars you earn will guide you forward.

Avoid Insurance Nightmares This Hurricane Season: Jonathan Frazier

Wed, 03 Sep 2025 13:17:25 GMT

Hurricane season is here. Discover how to protect your property and win your insurance claim with Forefront 360 founder Jonathan Frazier

Hurricane season brings more than wind and water and it brings insurance battles that most homeowners and business owners are unprepared for. In my conversation with Jonathan Frazier of Forefront 360, we uncovered five costly mistakes people make with their coverage and claims and how you can avoid them. This blog breaks down what you need to know to protect your property before the next storm hits.

Jonathan Frazier's 10 Close The Deal Mindset Success Quotes:

“Most people don’t know their property, and that costs them.”
“Preparation is the foundation of fair claims.”
“Flood insurance is often overlooked until it’s too late.”
“Shopping insurance annually is one of the smartest moves you can make.”
“Loyalty doesn’t guarantee lower rates.”
“A claim is won or lost before the storm ever hits.”
“Accurate property data eliminates disputes with insurers.
“Without proof, your claim becomes a memory test.”
“Blueprints are outdated the moment the house is finished.”
“Now is the most crucial time to take action—before disaster strikes.

Learn more about Jonathan Frazier

https://forefront360.com

https://www.linkedin.com/in/jgfrazier/

Close The Deal Podcast Player:

Close The Deal Podcast With Jonathan Frazier

CEO - Forefront 360

Protecting Your Home and Business: Insurance Strategies Before the Next Storm

When hurricane season rolls in across the Gulf Coast, homeowners and businesses brace for impact—not just from wind and water, but from the uphill battles that often follow with insurance companies. As someone who lived through Hurricane Katrina, I know firsthand how devastating the aftermath can be. Thousands of policyholders struggled not just to rebuild, but to get fairly compensated for the damage they sustained.

Jonathan Frazier, founder of Forefront 360, joined me on the Close The Deal Podcast to share how his company is changing the game. By helping property owners document and prepare before disaster strikes, Forefront 360 empowers people to stand on equal footing with insurers when claims are filed.

In this post, we’ll break down Jonathan’s insights on how to avoid common mistakes, protect your property, and use technology to take control of the insurance process.

Why Preparation Matters More Than You Think

Most policyholders assume their insurance company will take care of them in a crisis. But as Jonathan reminds us, insurance is a two-party contract. Companies spend millions assessing their risks, while most policyholders do little to prepare. That imbalance leaves homeowners and businesses vulnerable when claims arise.

The truth is, insurers aren’t out to be malicious, but they are businesses. Their goal is to minimize risk and control costs. Without preparation, policyholders often find themselves caught in delays, disputes, or underpayment—exactly when they need support the most.

Five Common Mistakes Policyholders Make

Jonathan outlined the most common mistakes he sees time and again:

Being Underinsured
Rising costs of materials, inflation, and property values can leave your coverage outdated. Without adequate insurance, rebuilding or repairing becomes a financial nightmare—and premiums for everyone rise when claims exceed expectations.
Ignoring Flood Insurance
Flood coverage is a separate policy. Too many homeowners assume they don’t need it until it’s too late. After Katrina, some residents skipped the $250-per-year policy and lost everything.
Failing to Shop Annually
Loyalty doesn’t equal lower rates. Insurance is a 12-month partnership. Shopping annually can save thousands—Jonathan himself cut his auto premiums by $100/month just by comparing options.
Not Understanding the Policy
Most people don’t fully understand what is or isn’t covered. Waiting until after a storm to figure it out leaves you scrambling.
Blind Trust in Adjusters
In major disasters, insurers rush new adjusters into the field. Mistakes pile up. Without independent documentation, your claim may not reflect the real value of your losses.

How Forefront 360 Flips the Script

Jonathan and his team saw the problem clearly: too much of the process was reactionary. So they created a proactive solution that starts with data.

Step 1: Property Documentation
Forefront 360 scans your home or business using advanced tools—LiDAR, aerial imaging, and interior measurements—to create a precise digital record. This includes:

Floor plans and measurements
High-resolution imagery
Roof assessments and structural details
Ages of systems and equipment

Step 2: Insurance Readiness
That data becomes a detailed property profile. When disaster strikes, adjusters no longer need to measure from scratch. Insurers get accurate data upfront, reducing disputes and speeding up claims.

Step 3: Claim Support

If needed, Forefront 360 can also consult during the claim itself—reviewing estimates, ensuring fairness, and walking owners through the process.

Real-World Impact

The results speak for themselves. Jonathan shared how his work with a school district cut inspection times from seven days to just a day and a half. After a hailstorm, his data helped increase their insurance settlement from $400,000 to $1.5 million.

Another client, a seafood distributor, faced nearly a million dollars in spoiled product after a hurricane. With better documentation, he could have avoided years of fighting for partial reimbursement.

Beyond Insurance: Daily Value

What started as an insurance tool has grown into something more:

Contractor Transparency: Homeowners can send exact specs to roofers or builders, reducing inflated bids and disputes.
Preventive Maintenance: Businesses use the data to track inspections, locate fire extinguishers, or plan renovations.
Emergency Response: Floor plans and virtual tours help first responders know exactly where shutoffs, exits, and safety equipment are located—saving lives.
Builder Liability & Marketing: New construction projects can capture “rough-in” scans showing pipes and wiring before walls go up, adding value for future owners.

Why It Matters Now

Insurance companies are facing a workforce crisis. Over the next few years, 50% of property and casualty employees will retire, leaving gaps in knowledge and efficiency. Technology is the only way to bridge that divide.

For policyholders, that means now is the time to act. By documenting your property, you protect yourself from delays, underpayments, and unnecessary stress when disaster inevitably strikes.

Closing Thoughts

Hurricane season is here. Whether you’re a homeowner in New Orleans or a business owner across the Gulf Coast, the question isn’t if—but when—you’ll need to rely on your insurance policy.

The real question is: Will you be ready?

Jonathan’s work at Forefront 360 shows that preparation doesn’t just protect your property- it protects your peace of mind. Don’t wait until you’re in the middle of a claim to realize what you should have done months earlier.

Take charge. Get documented. Protect what matters most.

The Sales Fix Most CEOs Don’t Know - Mike Pedersen

Sun, 03 Aug 2025 13:20:57 GMT

The B2B Sales Fix You Didn’t Know You Needed

Tired of dark leads, siloed teams, and sales that stall out? Mike Pedersen has seen it all—and built a no-fluff, 21-day system that rewires broken B2B sales pipelines fast. In this episode, he shares how mindset, smart systems, and one bold decision can turn chaos into closed deals.

Mike Pedersen's 15 Close The Deal Mindset Success Quotes:

“Comfort is safety, but that doesn’t mean it’s fulfillment.”
“Most people won’t act until the pain becomes too great.”
“You can either evolve or stay stuck—and die slowly.”
“If you’re not tweaking your process, you’re not growing.”
“Action is the only thing that creates results.”
“Don’t wait for a crisis to invest in change.”
“We will get through this...is not a strategy."
“Everyone has a personal agenda—especially in crisis.”
“Marketing is how people find out you exist.”
“Without action, there is no habit.”
“People don’t need more advice—they need momentum.”
“Overthinking kills dreams—quick decisions create them.”
“The numbers don’t lie—your mindset does.”
“Act while you have the energy and resources.”
“Change doesn’t take years—it takes one decision.”

Learn more about Mike Pedersen:

https://decidefastapp.com

https://www.linkedin.com/in/mikepedersen/

Close The Deal Podcast Player:

Close The Deal Podcast With Mike Pedersen

Founder - Decide Fast

From Comfort Zone to Global Impact: Mike Pedersen’s Bold Move at 61

A Life-Changing Decision in Chandler, Arizona

At age 61, Mike Pedersen found himself living in Chandler, Arizona, running a successful consulting business. His life was orderly—his gym, grocery store, and favorite restaurants were all within a two-mile bubble. But despite his comfort, something felt off. “I need a reset,” he told himself.

Within one month, Mike sold his home and Tesla, gave away 90% of his clothes, and boarded a one-way flight to Southeast Asia. This wasn’t just a travel adventure—it was the start of a radical new chapter in life, business, and mindset.

Reinventing the Entrepreneurial Journey

Mike is no stranger to entrepreneurship. Since age 21, he's built and pivoted businesses across different industries. One of his standout achievements? Launching the world’s first golf fitness membership website in 2001, scaling it to seven figures in under a year as a solo operator. With 400,000 email subscribers and 30,000 monthly site visitors, he rode high—until the 2008 crash wiped out 85% of his income overnight.

Instead of panicking, Mike pivoted into a digital marketing agency, which he ran for eight years before transitioning into his current consulting practice.

Cracking the Revenue Code: The 21-Day Sprint

Today, Mike helps B2B companies—particularly in manufacturing, automation, and industrial sectors—transform their broken sales and marketing systems. Through his proprietary “21-Day Revenue Sprint,” he dissects every stage of a company’s sales process, from first contact to proposal close (or ghosting).

What makes his process unique is the use of AI. Mike feeds a company’s sales and marketing documents into his AI model—built on 25 years of his experience—which outputs a custom report detailing bottlenecks, revenue losses, and solutions.

His price tag? $7,500. The ROI? Often six or seven figures. One client landed a $1.6M deal from a lead that had gone cold. Another closed a $785K deal. And the improvements are long-term, creating systemic change that continues to pay dividends.

The Disconnect Inside Organizations

Mike’s work often uncovers a disturbing trend: disconnect. CEOs are unaware of what salespeople are doing. Sales blames marketing for bad leads. Marketing blames sales for poor close rates. Everyone’s siloed. Mike’s approach brings these parties back together—aligning vision, messaging, and process.

He breaks it into four categories:

Smart Target Prospecting
Sales Process Optimization
Proposal Presentation
Strategic Follow-Up

These aren’t fluff strategies. They’re hard-hitting, data-backed systems that shorten sales cycles (one client cut theirs by 32%) and re-engage dark leads.

Crisis Brings Clarity

Mike points out that most CEOs only take action once the pain becomes unbearable. “People don’t reach out until they’re in trouble,” he says. He’s had CEOs tell him, “We’ve got a two-week runway,” after ignoring years of decline. His advice: act when things are good. That’s when you have resources, energy, and options.

He draws a parallel to crisis events like Hurricane Katrina or the BP oil spill, emphasizing how proactive marketing and mindset saved entire industries. “Those who didn’t adapt died. Those who changed, thrived.”

Three Books and a Mindset App

Mike’s consulting expertise is matched by his commitment to mindset. He’s written three books:

Dominate Your Market – A must-read for CEOs navigating market chaos.
Atomic Actions – A personal development guide built on decisive action.
Man Awakened – A book for men over 50 feeling lost or unfulfilled.

But his most radical innovation? An app called Decide Fast —designed to get people out of their heads and into action in under 9 seconds. Users type in their problem, choose an emotion, hit a button—and receive a hilarious, insightful, and often viral response. Built for virality, the app is part personal coach, part tough love comedian.

The One Thing He’d Tell His 21-Year-Old Self

Despite a nontraditional path, Mike wouldn’t change much. But he would remind his younger self to keep an open mind and resist the conventional path of “go to college, get a job.” For today’s entrepreneurs, especially those navigating a post-AI world, the rules are different—and Mike’s life is proof.

Want to Learn More?

Mike posts daily on LinkedIn and can be found at mike@mikepedersen.com . His work isn’t for the faint of heart—but for those ready to evolve, it could change everything.

Refuse the Insurance Ripoff: Tiger Adjusters Franchise Fights Back

ewell@closethedeal.com (ewell smith) — Sat, 19 Jul 2025 18:51:21 GMT

Ted Patestos shares how Tiger Adjusters is helping homeowners win insurance battles - and turning it into a franchise.

When disaster strikes, most people expect their insurance company to have their back - but that’s not always the case. In this episode of Close The Deal, Tiger Adjusters CEO Ted Patestos reveals how his franchise helps homeowners and business owners fight back - and how he’s turning that mission into a powerful, scalable franchise.

Ted Patestos' 10 Close The Deal Mindset Success Quotes

"You can be a chuck in a truck and make $750K—but that breeds complacency. We chose to build something scalable."
"Over 90% of our claims result in supplemental payments. That’s money back in homeowners’ pockets."
"This business runs off a laptop and a phone. No buildout, no storefront, just results."
"Franchising wasn’t about ego—it was about making a real impact, nationwide."
"You might start with a $10K check. We get you to $75K. That changes lives."
"It’s not about getting every dollar. It’s about getting the best possible outcome for the client."
"Our Philadelphia franchisee did $861K in his first year—and cleared $655K net."
"When the insurance carrier says 'we’re done,' we ask: what’s the right call for the homeowner?"
"We’re co-payees on the insurance check. That means no chasing money, no accounts receivable drama."
"Focus on fundamentals: low overhead, strong systems, and helping people when they need it most. "

Interested in Tiger Adjuster, contact Ewell HERE.

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Close The Deal Podcast - Franchise Profits

Ted Patestos - Tiger Adjusters

How Tiger Adjusters is Franchising Insurance Advocacy

What is a Public Adjuster—and Why Should You Care?

If you've ever had to fight with your insurance company after storm damage or a home disaster, you're not alone. Many homeowners end up frustrated, underpaid, and confused by the claims process. That’s where public adjusters come in—and why Tiger Adjusters is turning this overlooked profession into a franchise opportunity.

From Corporate to Claims Advocacy

Ted Patestos, CEO of Tiger Adjusters, didn’t set out to become a public adjuster. He came from the lead generation and marketing tech world. But after collaborating with contractors and public adjusters during the pandemic, he saw the gaps in the insurance claim process—and the enormous potential in solving them.

After accidentally taking the wrong insurance licensing exam and working for Allstate for a month, he got a firsthand look at how things worked (and didn’t work) from the inside. Once licensed correctly, he and his partner hit the road and began helping property owners get the insurance payouts they deserved.

How the Tiger Adjusters Model Works

Public adjusters represent homeowners or business owners—not the insurance company. They step in after a claim is filed to advocate for a fair settlement. That might mean taking the insurance company’s $7,000 offer and pushing it to $60,000, $100,000, or more.

Tiger Adjusters uses the same industry-standard software as the carriers, so they speak the same language—but from the policyholder’s side. And crucially, they don't just come in at the beginning. Even if you’ve already accepted a check, a public adjuster can reopen the claim and fight for what you're actually owed—up to 12 months later.

The Market Gap—and Why Franchising Works

Most people don’t even know what a public adjuster is. That’s one of the major advantages of the Tiger Adjusters franchise model: it’s solving an urgent problem most homeowners and business owners don't even realize they have—until it’s too late.

The business has historically attracted "chucks in a truck" who can pull in significant income but often lack systems, branding, or scale. That’s where Tiger Adjusters stands out: it's the first company to turn this into a replicable, branded franchise model.

Client Experience: Advocacy in Action

For customers, the process starts with frustration—maybe months of delay or a lowball offer from their insurance carrier. Tiger Adjusters steps in to document the loss, inspect the damage, and negotiate directly with the carrier. Whether it’s for your home, your business, or inventory that’s spoiled due to power outages, Tiger Adjusters fights for the best possible outcome.

The average claim payout through Tiger Adjusters is about $51,000. Clients see massive increases—sometimes going from $10,000 to $75,000 or more—thanks to meticulous documentation, industry knowledge, and negotiation.

Commercial Claims & Business Interruption

It’s not just about homes. Tiger Adjusters also handles business interruption claims for companies that suffer operational losses. That includes inventory spoilage, extra expenses like emergency storage or equipment rental, and revenue loss.

For example, a seafood facility that loses power could have hundreds of thousands in damages. Tiger Adjusters helps them recover not just the cost of inventory, but the lost revenue and removal costs too.

The Franchise Opportunity

Tiger Adjusters is a paper-based, home-based business. Most of the work is done from a laptop and a phone. There’s no required storefront, no labor-heavy crews, and low overhead. It’s ideal for owner-operators, though it can also scale with the addition of fee-based contractors like field inspectors.

Startup costs in the FDD range from about $43K to $159K, depending on optional items like vehicles or office space. Most franchisees start lean, working from home and outsourcing when needed.

In 2024, the Philadelphia franchisee pulled in $861K in revenue and cleared over $655K in profit—all cash-based, not just accrual. That kind of margin is rare in franchising, especially with no accounts receivable risk (franchisees are co-payees on insurance checks).

Scaling Without the Stress

Unlike restoration or roofing companies, Tiger Adjusters doesn’t rely on large crews or heavy inventory. All team members are 1099, fee-for-service only—meaning you only incur labor costs once you’ve secured revenue. This makes scaling smarter, safer, and easier.

With three territories covering 1.5M people, the Philadelphia operator has proven the model scales efficiently without ballooning overhead.

Advice for Aspiring Franchisees

Ted’s advice is simple: focus on fundamentals. Not every month will be big, but if your costs stay low and your acquisition cost is minimal, the upside is huge. A month with just 10 claims might still mean $25K in revenue—but with only $3K in overhead.

Forget the flashy vehicles or fancy offices. The real value is in smart operations, customer advocacy, and a system designed to grow.

Final Thoughts

Tiger Adjusters offers more than a business. It’s a mission-driven opportunity to help people when they need it most. If you’ve ever felt burned by an insurance company—or want to build a business where you truly make a difference—this franchise is worth a closer look.

To learn more, visit YourFirstFranchise.com and grab your free copy of Your First Franchise Roadmap.

Jungle Driving Franchise Saves Teen Lives: Zachery Beutler

ewell@closethedeal.com (ewell smith) — Wed, 25 Jun 2025 02:38:52 GMT

Zachery Beutler Introduces Jungle Driving: A Smarter, Safer Way to Teach Teens

Jungle Driving isn’t your average driver’s ed program - it’s a bold reimagining of how teens learn to drive. Founded on safety principles from a former UPS training leader and infused with fun, animal-themed risk awareness, Jungle Driving is helping families feel confident behind the wheel.

With a proven track record of reducing teen accidents and a powerful franchise model, it’s where safety meets opportunity.

Zachery Beutler's 10 Close The Deal Mindset Success Quotes

“Good decisions come from experience, and experience comes from bad decisions.” ( Mark Twain - Zach's personal favorite quote)

“You have to take accountability for where you’re at in your life. Everything you’re going through is completely your fault and under your control.”
“You don’t have to be the most talented, but to kick someone’s rear end, you just have to outwork them.”
“The franchise doesn’t manage the business for you. You still have to go out there and actually do it.”
“You’ve got to figure out what activities lead to the results—and manage those.”
“You don’t have to be passionate about the business, but you have to be honest with yourself—can you see yourself doing this every day?”
“I wish I had built a support system outside of my brand much earlier—it would have saved me from bad decisions.”
“I try to find out who the best is at whatever I’m focused on—and then I imitate what they’re doing.”
“If there’s competition, that means there’s demand. That’s what I look for first.
“You can learn about everything on YouTube now—it’s the certification that costs you.”
“If you’re in business, your job is to constantly adapt.”

Interested in Jungle Driving, contact Ewell HERE.

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Close The Deal Podcast - Franchise Profits

How Jungle Driving Is Disrupting Driver’s Ed—and Saving Teen Lives With Zachery Beutler

A Mission-Driven Franchise with a Heart for Safety

In a special episode of the Close The Deal podcast, host Ewell Smith interviews Zach Butler, head of Jungle Driving—a driving school franchise that’s shaking up the tired driver’s ed model with something fresh, fun, and, more importantly, effective. If you're a parent dreading your teen’s first time behind the wheel—or an entrepreneur looking for a meaningful business—this episode delivers insight, impact, and a powerful opportunity.

A Rocky Start, a Powerful Comeback

Zach’s story begins with adversity. In his early 20s, he scaled seven nutrition retail stores before going bankrupt. That humbling experience led him to Jack Canfield’s The Success Principles, which instilled a core belief he still holds: take full accountability and relentlessly pursue personal growth. Vision boards. Conferences. Mentorship. Zach doubled down on development—and never looked back.

From Hog Barns to Franchising Veteran

Zach grew up steeped in grit and entrepreneurship. His grandfather built a livestock auction barn into a multimillion-dollar business. Zach learned young that no one should outwork you and that real-world hustle trumps formal education. He now has over 17 years of franchise experience, including stints as franchisee, franchisor, and consultant.

What Makes a Franchise Work? One Word: Accountability

Zach emphasizes that franchising isn’t a magic fix. Yes, systems and processes matter. But they don’t run the business—you do. Drawing from his early franchise experience, he developed a philosophy around micro-managing activity that drives results. Whether it was tracking weigh-ins at his nutrition stores or ensuring customer interactions followed the right script, Zach learned to trace revenue back to effort. That mindset now powers his leadership at Jungle Driving.

The Origin Story of Jungle Driving

Founded by Fred Westdale and a former architect of UPS's legendary driver safety program, Jungle Driving was designed to be fun and unforgettable. The program blends essential state curriculum with a gamified experience: drivers are classified as animals (watch out for the hyena!). The aim?

Help teens identify risk before it turns into disaster.

The results speak for themselves. While national stats show 80% of new teen drivers crash within three years, Jungle-trained teens see only a 20% rate. That’s more than a program—it’s a life-saving intervention.

What It’s Like for Teens and Parents

Kids don’t just survive Jungle’s training—they engage. The curriculum includes humor, games, visual storytelling, and a jungle-themed environment that’s a far cry from the soul-crushing DMV classroom most of us endured.

Parents are included too. The program offers ride-alongs and a dedicated “parent night” to ensure lessons are reinforced at home. The goal: build safer, smarter drivers with lasting habits—not just pass a test.

The Business Opportunity Behind the Mission

Jungle Driving is currently expanding through franchising. Here’s what a typical setup looks like:

Investment Range: $190K to $313K (includes two cars)
Facility Needs: 2,500–3,500 sq. ft. classroom
Staffing: Starts with owner-operator + one instructor (or GM if semi-absentee)
Revenue Example: Grand Ledge, MI location grossed $591K with 21% net profit—and that was at only 39% classroom utilization

No Marketing? No Problem.

The brand’s original location did just one mailer. That’s it. The rest? Word of mouth. But Zach’s team has created a robust three-phase plan for franchisees:

Awareness: Events, school partnerships, and car wraps that look like jungle cats.
Conversion: Direct mail and digital ads targeting 15- and 16-year-olds.
Referral Machine: Teens can earn $50 per referral by sending QR invites linked to a CRM system—instant cash via Venmo. Brilliant.

Who Makes a Great Franchisee?

Forget suits and spreadsheets. Jungle Driving thrives with high-energy, community-minded couples who are active in schools, sports, and youth leadership. If you’re the coach, scout leader, or PTA favorite, this might be your calling. It’s not a fit for introverted back-office types—it’s about creating a memorable experience for families.

Wise Advice for Any Franchise Seeker

Zach shares three must-haves when evaluating a franchise:

Does the industry make money? (Hint: competition is a good sign.)
Can you picture yourself doing it daily?
Do you culturally align with the team behind it?

He warns against franchise models that default to "you didn’t follow the process" as an excuse for failure. If the process can’t support A-, B-, and C-level players, it’s not robust enough.

Final Thought: Start Sooner, Go Farther

Zach’s one regret? Not joining a peer support group sooner. Today, he’s a member of Entrepreneurs Organization (EO), where he meets monthly with other business owners for perspective, accountability, and wisdom.

How to Build a Business That Runs Without You: Adi Klevit

ewell@closethedeal.com (ewell smith) — Thu, 19 Jun 2025 12:50:37 GMT

The Freedom Formula by Adi Klevit

Systemize. Delegate. Scale.

If your business can’t run without you, you don’t own a business - you own a job. This episode breaks down how documented processes can free you from daily operations, empower your team, and unlock real growth.

Adi Klevit's 10 Close The Deal Mindset Success Quotes:

"Start with your why—if you don’t know why you’re doing it, you won’t finish."
"You don’t need to systemize everything at once—just start with the one area that gives the biggest ROI."
"If you can’t commit 90 minutes a week, you’re not ready for systems—and you’re not ready to grow."
"The heavy lifting is on us, but the commitment still has to come from the business owner."
"Coachability is everything. If you're not coachable, it's nearly impossible to scale."
"People need you. You’re going to help a lot of businesses—and change a lot of lives." (Advice she’d give to her younger self.)
"Processes aren’t just for the owner—they empower the entire team and reduce frustration."
"Every single client must define what success looks like—otherwise, why are we doing this?"
"If it’s not written down, it doesn’t exist—not in a way that can be scaled or repeated."
"You’re not just building a business—you’re building a system that allows it to run without you."

Learn more about Adi Klevit:

https://bizsuccesscg.com/

https://www.linkedin.com/in/adiklevit/

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Close The Deal Podcast With Adi Klevit

CEO - Business Success Consulting Group

Scaling Your Business Starts with Systems W/ Adi Klevit

If you're serious about growing your business, one thing becomes crystal clear—systems and processes aren't optional. In this episode of the Close The Deal Podcast, I sat down with Adi Klevit, founder of Business Success Consulting Group, to unpack the power of documentation, systemization, and scalable infrastructure for business owners ready to grow—or even franchise.

Adi, an industrial engineer by trade, has spent her career improving systems for companies large and small. Today, she runs a “done-for-you” consultancy that helps entrepreneurs get their internal chaos under control by documenting their systems and processes. Whether your goal is to franchise, sell your business, or simply take a day off, Adi shares how to make that possible—without losing your mind.

Why Systems Matter: The Silent Backbone of Success

Adi Klevit didn't stumble into the world of systems—she engineered her way there. With a background in industrial engineering and international consulting, she saw a recurring pain point: fast-growing businesses lacked consistency. And without documented systems, that inconsistency led to errors, burnout, and stalled growth.

Her insight was simple but powerful: even if you're the best plumber, barista, or consultant, your business can’t scale unless your operations can be duplicated. That means documenting exactly how you do what you do.

And when her clients kept stalling on writing SOPs themselves, she leaned in: “How about I do it for you?” That offer sparked a niche service that’s now helping businesses scale with clarity and confidence.

Franchising, Exiting, or Just Getting Control—Start with Your “Why”

Before diving into the how, Adi recommends business owners identify their true motivation for wanting processes. Are you trying to:

Franchise your business?
Train a team faster?
Prepare for a business exit?
Reduce your personal workload?
Preserve key knowledge before a team member leaves?

Get clear on your “why”—because if you’re not emotionally or strategically invested in documenting systems, the project will lose steam fast.

Where to Start: Find Your Best ROI

You don’t need to systemize your entire business overnight. Adi recommends asking yourself this key question:

“What is one area in my business that, if it had clear processes, would give me the biggest return on investment?”

That ROI could mean profit, yes—but it might also mean time freedom , reduced training costs , or lower stress levels .

She shared a story of a client whose only goal was to leave work early on Tuesdays to take her daughter to gymnastics. That was her ROI—and that clarity drove the systems work.

The 90-Minute Rule: A Realistic Framework for Busy Entrepreneurs

One of the best parts about Adi’s approach is her respect for the entrepreneur’s time. She knows most founders are busy putting out fires, not writing manuals.

That’s why she uses the 90-minute rule : if a client can commit 90 minutes a week, her team can handle the rest. That weekly session becomes the source of deep process mapping, SOP drafting, and optimization behind the scenes.

Each 90-minute call typically generates 10 hours of documentation work—saving founders time while giving them clarity.

How to Document a Process (Adi’s DIY Framework)

If you’re not quite ready to hire a consultant but want to get started yourself, Adi offers a simple, repeatable process:

Pick one high-ROI area to start with (e.g. sales, onboarding, accounting).
Map the process using sticky notes: What’s the first step? The last step? What happens in between?
Use all four learning methods to document it:

Visual (screenshots, diagrams)
Audio/Video (screen recordings with voiceover)
Read/Write (written instructions)
Kinesthetic (interactive exercises or step-by-step checklists)

Use your subject matter experts : Don’t guess—go to the team member who knows the process best and either document them or have them record their steps.
Test with the team : Before rolling out, have others in the same role validate and improve it.

This collaborative approach ensures you don’t just capture how things are done—you improve them in the process.

Rolling It Out: Implementation and Accountability

Having a binder of SOPs isn’t enough—your team has to use them. That’s why implementation and accountability are essential parts of the rollout phase.

Adi’s team works closely with clients to introduce the SOPs into the daily flow of the business. Everyone must understand them, follow them, and feel empowered to give feedback for improvement.

The ultimate goal? A business where everything has a process —but no one feels like a robot.

The Surprising Benefits of Systemization

When businesses implement systems the right way, the results go far beyond just “being organized.” Here are just a few wins Adi has seen:

Increased business valuation : A company with clean, documented operations is far more attractive to buyers.
Faster onboarding : Training new hires becomes plug-and-play instead of tribal knowledge roulette.
Higher employee satisfaction : Team members are less frustrated and more empowered when they know what to do.
Fewer errors : Mistakes vanish when steps are clear and repeatable.
Greater freedom : Owners can finally delegate without the guilt or worry.

In some cases, businesses even reduce safety incidents or avoid legal exposure thanks to clear protocols.

What Makes a Great Franchisor? Coachability.

As someone who regularly consults with aspiring franchisors, I asked Adi what she thought made the best clients.

Her answer was spot on: coachability .

If a founder can’t commit 90 minutes a week to work “on” their business instead of just “in” it, they’re not ready to scale—period.

In her words: “If you’re not willing to pause and document, you’re not ready to grow.”

Final Advice to Entrepreneurs: Stay the Course

Before wrapping up, I asked Adi what advice she’d give her younger self when starting this business.

Her answer? Believe in the impact you’ll have.

“This is a great business model,” she said. “People need you. You’re going to help a lot of businesses and change a lot of lives.”

Because in the end, this work isn’t just about building systems—it’s about empowering teams, freeing founders, and creating businesses that run smoothly whether you’re in the office or on vacation.

When Politics Impact Sales (Bad & Good) – Chris Peterson

ewell@closethedeal.com (ewell smith) — Tue, 10 Jun 2025 11:17:55 GMT

Chris Peterson: Your Company's Culture May Be Repelling Customers

Chris Peterson, author of Red and Blue Customers, joined the podcast to unpack a powerful truth: ignoring political worldviews in your marketing could be costing you. From founder values to local franchise messaging, your brand culture may be attracting one side - and quietly pushing the other away.

Chris Peterson's 10 Close The Deal Mindset Success Quotes:

“Most businesses are projecting values—they’re just not aware of it."
“Knowing your customer’s worldview creates a tailwind. Ignoring it creates a headwind.”
“There’s no such thing as a neutral market. Every audience leans one way or the other.”
“Two customers can see the same message—and take away completely different meanings.”
“It’s not about politics. It’s about values—and values drive buying decisions.”
“The biggest blind spot in business today is political identity as a market segment.”
“Great branding speaks the language of its audience—without ever using the word ‘politics.’”
“Elon Musk’s story is proof that even a great product can lose if the message misfires.”
“When you understand values, you don’t need to guess what your customers want.”
“Success comes when you stop marketing from your gut—and start marketing from the data.”

Learn more about Chris Peterson:

https://www.lifemind.ai/

https://www.linkedin.com/in/chrispetersonsf/

Close The Deal Podcast Player:

Close The Deal Podcast With Chris Peterson

Author: Red & Blue Customers

When Politics Impact Sales (Bad & Good)

When political beliefs seep into branding decisions, the fallout can be costly. In this episode of Close The Deal, host Ewell Smith sits down with Chris Peterson, author of Red and Blue Customers, to explore how political identity impacts consumer behavior, marketing strategy, and ultimately—business success. Whether you're a franchise founder, corporate marketer, or small business owner, this conversation is a wake-up call to understand how personal beliefs can unintentionally alienate customers.

The Spark Behind the Book

Chris, a longtime marketer and research-driven strategist, traces his journey back to 2020, when he discovered a Pew study capturing what liberals and conservatives wanted each other to understand. This inspired years of research into how values—separate from overt politics—influence buying decisions. The result? A clear divide in customer behavior, preferences, and brand loyalty based on worldview.

Why It Matters for Your Business

Peterson argues that too many businesses unknowingly alienate a portion of their market. From liberal-leaning startup cultures to conservative-aligned branding, companies often reflect the values of their founders or marketing teams—without stopping to ask who their customers actually are. His central thesis: knowing your customers' values can create a tailwind for growth, while ignorance can stir up a costly headwind.

Real-World Brand Examples

Chris and Ewell unpack examples of companies whose branding aligns (or misaligns) with political worldviews:

Apartments.com : Urban-focused, subtly progressive messaging that resonates with liberal audiences.
WeatherTech : Rugged, protection-driven ads with conservative appeal.
Chick-fil-A and Ben & Jerry's : Two legacy brands that built loyal audiences by doubling down on their values.
Black Rifle Coffee : Conservative-targeted branding that performs well—but may limit long-term scalability.

These examples show how even value-neutral businesses can inadvertently broadcast political cues.

What Happens When Brands Get It Wrong

Ewell shares a powerful anecdote from his years in association leadership. In Washington D.C., it used to be possible to work across the aisle. Today? Not so much. That divisiveness mirrors what happens to brands that insert themselves into political debates or unconsciously project values that don't match their customer base. One wrong move can tank reputation—and revenue.

The team explores Elon Musk's recent missteps with Twitter/X and Tesla. Originally a darling of liberal early adopters, Musk's political pivot led to lost trust, backlash, and a measurable dip in Tesla sales.

Liberal vs. Conservative Consumer Insights

Peterson outlines research showing distinct value systems between liberal and conservative customers:

Liberals lean toward change, exploration, self-expression, and innovation.
Conservatives value tradition, safety, order, and self-reliance.

Understanding these value differences allows business owners to tailor messaging, customer service, and even product development to the dominant worldview in their target market.

Why Franchise Leaders Must Pay Attention

Franchise brands operate in diverse markets—but that doesn’t mean one-size-fits-all branding works. Franchisors need to:

Know where their brand resonates and why
Identify regional worldview skews
Support franchisees in aligning with local values

Franchisees, on the other hand, must evaluate whether a brand’s culture and messaging align with the community they serve. Misalignment can lead to slow traction—or worse, public backlash.

The Fix: Market with Self-Awareness

Peterson breaks down a simple process to implement:

Assess your customers. Urban vs. rural? Progressive vs. traditional?
Evaluate your messaging. What values are you unintentionally projecting?
Align intentionally. Decide if you’ll double down on your dominant market or widen appeal.
Train your team. Make sure everyone—from franchisees to customer service—understands what’s being communicated.

This doesn’t mean watering down your identity. It means being intentional about what you stand for—and what you don’t.

Final Takeaway: Avoid the Blind Spot

Most business owners don’t see political identity as part of market segmentation—but they should. Chris Peterson’s work is a reminder that customers are watching. They're choosing brands that reflect their worldview, consciously or not. The goal isn’t to pander. The goal is alignment.

In a polarized world, values sell. Just make sure they’re the right ones for your market.

Learn More

Pick up Chris Peterson’s book Red and Blue Customers on Amazon or Barnes & Noble . To explore his new AI tool that identifies customer values, visit LifeMind.ai .

How To Master Your Mind in 2025 With Julio Melara

ewell@closethedeal.com (ewell smith) — Fri, 06 Jun 2025 20:43:10 GMT

Julio Melara , CEO of Baton Rouge Business Report, sets the stage talking mindset going into 2025.

This was actually our very first podcast, originally called the Absolutely Mindset Podcast. Julio help set the stage for every episode we've produced since talking mindset. As we enter 2025 and approach 100 episodes this year, we thought revisiting this moment would be an awesome way to kick off the new year.

3 takeaways on this episode of the Close The Deal Podcast:

��The Three Qs for Success - Julio introduces a powerful framework for personal and professional growth: IQ, EQ, and FQ. While IQ (intelligence quotient) and EQ (emotional quotient) are important, he emphasizes that FQ (failure quotient)—the ability to recover and grow from failures—is the most critical. Resilience in the face of setbacks is essential for long-term success, making FQ a cornerstone for achieving greatness.

��The Secret of Success: Work - The story of Julio’s mother gifting him a wooden box labeled “The Secret of Success” encapsulates a life-changing lesson: success requires hard work, drive, and persistence. This simple but profound truth has shaped Julio’s career and serves as a timeless reminder that achieving dreams is not about shortcuts but consistent effort and determination.

�� Mindset is Everything - Julio underscores the importance of a daily "mind game." He draws on St. Paul’s wisdom to “renew your mind” by feeding it positive, constructive thoughts. In a world filled with negativity and distractions, maintaining the right perspective and focusing on personal growth is critical. Winning the battle in the mind translates to winning in life and business.

10 Success Mindset quotes from Julio Melara

"Success is not about money or status; it’s about reaching your full potential and being all you were meant to be."
"If you want to impress people, talk about your successes, but if you want to impact people, talk about your weaknesses and failures."
"The secret to success is work—drive, desire, and a lot of hard work."
"The most important thing you can do every day is work on your mind game."
"Do not be conformed to this world, but be transformed by the renewing of your mind." (St. Paul reference paraphrased by Julio)
"In the midst of chaos and crises, the right perspective can raise your IQ by 5 to 10%."
"You’ve got to build value, build relationships, and see how you can help others."
"Many of us spend the first part of our lives trying to be successful, but the real shift comes when we start pursuing significance."
"IQ, EQ, and FQ—your failure quotient—are all essential. The most important is FQ: how many times can you fail and get back up?"
"Whatever goes into your mind is what comes out—program your mind daily with the right education and positivity."

Visit Julio Melara's Website:

https://juliomelara.com/

Connect with Julio Melara on LinkedIn:

https://www.linkedin.com/in/julio-melara-a987b27a/

Close The Deal Podcast with Julio Melara

CEO - Baton Rouge Business Report

Introduction to Julio Malara and His Journey

In this episode of the Absolutely Mindset Podcast, Ewell Smith interviews Julio Malara, CEO of Amedia Empire, motivational speaker, author, and entrepreneur. Julio shares his transformative journey from humble beginnings to becoming a leader in publishing and business events. Ewell introduces Julio as a person who has profoundly impacted his life and career, recalling the first time he met Julio and the motivational speech that shifted his mindset. Julio’s unique ability to inspire and his entrepreneurial spirit have led him to create platforms like the Executive Leadership Academy and the 21st Century Business Forum, featuring iconic figures like Steve Forbes and John Maxwell.

Defining the Entrepreneurial Mindset

Julio opens by emphasizing the distinction between inventors and entrepreneurs. Inventors create products and then seek a market, while entrepreneurs identify market needs and create solutions to meet them. This fundamental approach, Julio explains, has been pivotal in his success. He attributes his ability to innovate and adapt to the rapidly changing business landscape to maintaining elasticity in strategy and a relentless focus on solving problems.

Gratitude as a Daily Practice

Julio speaks passionately about the importance of gratitude in his life. He credits his mother, a single parent from Honduras, for instilling resilience and a strong work ethic in him. Her sacrifices and encouragement shaped his belief in the power of perseverance. Julio recounts how his mother, despite challenges like learning English through late-night television, inspired him to strive for greatness. He underscores that gratitude is not just a feeling but a practice that drives his approach to life and work.

The Secret of Success: A Life Lesson from His Mother

One of the most memorable stories Julio shares is about a wooden box his mother gave him at 13 years old, labeled “The Secret of Success.” Inside, he found the word “WORK” in bold letters. This simple yet profound gift cemented the importance of hard work in his mind. Julio explains that this lesson has guided him throughout his career. He has since passed down the tradition to his own children, presenting each of them with their own wooden box at the age of 13 to emphasize that success requires effort, dedication, and persistence.

Overcoming Challenges to Become a Speaker

Julio candidly shares his struggles with stuttering and difficulty in English as a child. Ironically, these challenges became his strengths as he pursued a career in public speaking. His journey began when clients, impressed by his early business successes, invited him to share his story. To refine his skills, he joined Toastmasters, which helped him master the art of storytelling and build confidence. Julio highlights the importance of connection in communication, stating, “The purpose of communication is to connect with people.”

Transition from Success to Significance

Reflecting on his personal growth, Julio describes a shift in focus from success to significance. Early in his career, he sought to climb the ladder and achieve financial success. However, as he matured, his priorities evolved toward creating a meaningful legacy. Julio believes true success encompasses all aspects of life—relationships, health, and personal growth—not just professional achievements. He emphasizes the importance of balance and urges listeners to nurture every “spoke of life” to avoid being blindsided by neglect in critical areas.

Leadership as a Cornerstone of His Career

Leadership has become Julio’s central focus, both in his professional endeavors and as a motivational speaker. He founded the Executive Leadership Academy to provide a robust program for small business owners and executives seeking to enhance their leadership skills. This academy, limited to 30 participants per session, has cultivated a strong alumni network and helped numerous professionals elevate their capabilities. Julio also highlights his increasing demand as a speaker on leadership topics, which he attributes to his authentic and practical approach.

Launching the 21st Century Business Forum

Innovation is a recurring theme in Julio’s journey. Recognizing the need for inspiration and guidance in today’s challenging business environment, he created the 21st Century Business Forum. This monthly webcast features renowned business leaders and thinkers such as Nick Saban, Steve Forbes, and John Maxwell. Julio describes the forum as a platform to share insights on innovation, culture, and leadership, helping entrepreneurs and executives navigate their professional challenges. The initiative exemplifies Julio’s commitment to adding value to the business community.

Pivoting During the Pandemic

When discussing the impact of COVID-19, Julio underscores the importance of mindset and adaptability. He adopted Zig Ziglar’s philosophy: “No matter the circumstances, we’ve decided not to participate in the recession.” This proactive approach led Julio’s team to focus on helping their clients survive and thrive. By maintaining a spirit of innovation and creating new products, they were able to navigate the challenges of the pandemic. Julio emphasizes the importance of supporting his sales team through open communication and by fostering a collaborative environment.

The Power of Perspective and Positivity

Julio shares a powerful insight about the role of perspective in overcoming adversity. He explains that maintaining a positive outlook, even in the face of challenges, can enhance productivity and resilience. Reflecting on the political and social upheavals of recent years, Julio advises listeners to focus on their priorities and goals rather than getting distracted by external noise. He believes that positivity and faith are essential for navigating life’s difficulties and achieving long-term success.

Lessons for Aspiring Entrepreneurs and Salespeople

Julio offers actionable advice for young professionals and aspiring entrepreneurs. He introduces the concept of the “three Qs” as essential components of success: IQ (Intelligence Quotient), EQ (Emotional Quotient), and FQ (Failure Quotient). He stresses that while IQ and EQ are important, FQ is the most critical for long-term success. Julio also encourages listeners to invest in their “mind game” daily, drawing from the Apostle Paul’s wisdom to renew the mind and resist negativity.

The Importance of Legacy

As Julio reflects on his motivations today, he emphasizes the desire to leave a positive legacy. He aspires to set an example for his children, employees, and peers by living with integrity, working hard, and serving others. Julio draws inspiration from thought leaders like John Maxwell, who advocate for creating meaningful change within one’s sphere of influence. He believes that intentionality and a focus on value-driven work can create lasting impact.

Building a Resilient Business

Julio attributes the success of Amedia Empire to innovation and a commitment to solving client problems. By staying ahead of industry trends and continuously evolving their offerings, Julio and his team have managed to thrive in a challenging publishing landscape. Their success is also rooted in a culture of collaboration and a shared commitment to excellence. Julio’s leadership philosophy revolves around empowering his team to deliver value and maintain strong relationships with clients.

Final Takeaways

The conversation concludes with Julio reiterating the importance of perspective, resilience, and legacy. He encourages listeners to focus on what truly matters and to approach each day with a positive mindset. By aligning their actions with their values and purpose, individuals can achieve both success and significance in their lives.

Closing Remarks

Ewell wraps up the episode by thanking Julio for his time and insights. He highlights the practical wisdom and inspiration Julio shared, from his three Qs framework to the importance of hard work and gratitude. Listeners are encouraged to connect with Julio through his website and explore his Mental Snacks newsletter for ongoing motivation.

Start a Barbershop That Actually Rocks - Shayne Brown

ewell@closethedeal.com (ewell smith) — Wed, 04 Jun 2025 12:16:13 GMT

Shayne Brown, Founder of Diesel Barbershops, breaks the norms.

Tired of cookie-cutter cuts and beige barbershops? If you’re thinking about opening a barbershop withbite—one that turns heads and builds loyalty—then you need more than just clippers and chairs. You need edge. The kind of vibe that blends grit, culture, and killer service. Here’s how to open a barbershop franchise that actually stands out.

Shayne Brown's 10 Close The Deal Mindset Success Quotes

“Focus on what’s important and discard the things that don’t matter.”
“The goal is to shortcut your path to success.”
“You’ve got to put in the work before the rewards show up.”
“Don’t think you know better—follow the system.”
“Being surrounded by great people makes all the difference.”
“The experience should speak for itself.”
“We’re not successful unless the franchisees are successful.”
“You need to understand your client, your staff, and your business.”
“If you lean into the brand and follow the process, you will win.”
“I don’t want to be the biggest—I want to be the best.”

Interested in Diesel Barbershops, contact Ewell HERE.

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Close The Deal Podcast - Franchise Profits

Inside Diesel Barbershop with Shayne Brown

On this episode of Close The Deal: Franchise Profits, we sat down with Shayne Brown, the founder of Diesel Barbershops—a bold, edgy barbershop franchise born from frustration, shaped by nostalgia, and driven by a mission to elevate the men’s grooming experience. What began as a personal annoyance with poor customer service turned into a franchise brand that blends retro cool, serious business systems, and a growing national presence.

Here’s a deep dive into Shayne’s entrepreneurial journey, the mindset behind Diesel, what makes it a compelling franchise opportunity, and the vision that drives it all.

The Turning Point: “I Can Do This Better”

The origin of Diesel Barbershop didn’t come from a place of passion for hair—it came from disappointment. Shayne shared how after receiving three back-to-back bad haircuts with equally poor service, he walked out of the third experience and declared, “I can do this better.” With a mother who was a lifelong cosmetologist and a background in entrepreneurship, Shayne started sketching out what his ideal experience would look like—not from the stylist’s chair, but from the customer’s point of view.

That simple but powerful shift—thinking like a customer first—became the foundation of what Diesel Barbershop is today.

The Diesel Experience: Nostalgia Meets Edge

Walk into a Diesel Barbershop and you’re instantly hit with personality. It’s not sterile. It’s not generic. It’s not trying to please everyone. Diesel is unapologetically masculine, with vintage arcade games from the ’70s, ’80s, and ’90s (think Donkey Kong, Centipede, Asteroids), walls covered in retro album covers and pop culture posters, and complimentary beverages while you wait.

Shayne describes it as “a little bit of a party”—a place where the experience itself is part of the value proposition. There’s visual flair, curated music via Rock Bot, and media designed to entertain and engage. The goal? Make the wait fun, make the environment unforgettable, and create a vibe that feels more like a hangout than a haircut.

From One Shop to a Scalable System

While Shayne operated multiple successful shops in San Antonio, he made the decision to franchise Diesel right before the COVID-19 pandemic hit. It was, as he puts it, one of the biggest challenges the brand faced.

Franchising a high-touch, service-based business during lockdowns and hiring freezes forced Shayne and his team to adapt quickly. Yet through that trial by fire, Diesel emerged stronger. They streamlined the build-out process, built a “shop in a box” model to simplify construction and design, and leaned heavily into marketing tools and digital platforms.

Now, Diesel is poised for expansion, and the timing feels right. The industry is recovering, the demand for curated men’s grooming experiences is growing, and Diesel’s brand stands out in a sea of sameness.

Ideal Candidate: Who Fits the Diesel Model?

This isn’t a franchise for the overly corporate or hyper-conservative type. Shayne makes that crystal clear. Diesel Barbershop is creative, colorful, and artist-driven. Think tattoos, piercings, bold personalities, and high standards. If you’re not comfortable leading a team of creatives or engaging in a brand with an edge, this might not be the right franchise for you.

But if you’re someone who thrives in culture-forward environments, understands how to lead with systems while honoring individuality, and isn’t afraid to get involved early, Diesel offers a strong opportunity. Most owners start hands-on, but the goal is to evolve into a semi-absentee role once systems and staffing are dialed in.

Investment Breakdown: What It Takes to Get Started

Franchise Fee: $45,000
Total Investment Range: $375,000 – $450,000
Average Shop Size: ~1,400 sq ft with 10 chairs
Ideal Layout: Streamlined for revenue-generating square footage (cutting stations take priority over offices and breakrooms)

Diesel has optimized the shop layout and buildout process to control costs while delivering a premium experience. Costs may vary by market, especially given post-COVID supply chain fluctuations, but the team works closely with each franchisee to hit targets and avoid waste.

Marketing Matters: Launching With Impact

Shayne emphasizes that Diesel is a visually-driven brand. That means it’s built for platforms like Instagram, Facebook, and TikTok. From the shop design to the haircuts to the energy of the team, every element of Diesel lends itself to great content. And franchisees are expected to lean into it—hard.

He recommends allocating $5,000–$10,000 in marketing spend in the first 60 to 120 days, with a focus on awareness, grand opening hype, and strong community engagement. Diesel supports franchisees with tools, guidance, and best practices to drive results. And once the initial buzz kicks in, word-of-mouth becomes a major engine of growth.

Leadership Lessons & Mindset for Success

Throughout the interview, Shayne drops gold in the form of mindset gems that every aspiring franchisee or entrepreneur can learn from. Here are a few standout philosophies that shape his approach:

“The goal is to shortcut your path to success.”
“Focus on what’s important and discard the things that don’t matter.”
“If you lean into the brand and follow the process, you will win.”
“We’re not successful unless the franchisees are successful.”
“You’ve got to put in the work before the rewards show up.”

His message is consistent: if you follow the system, put in the time, and stay focused, you can win big. Diesel is built on a proven foundation—but it requires leadership, engagement, and buy-in from every owner.

Vision: Be the Best, Not the Biggest

Shayne is not chasing empire status for the sake of ego. His goal is clear: to be the best brand in men’s grooming. Not the most locations. Not the biggest footprint. But the highest standard—wherever you find a Diesel Barbershop, it should deliver on experience, service, and brand culture every time.

As he puts it: if you’re in a city like Scottsdale, search “best barbershop near me,” and Diesel better pop up—and deliver.

Final Thoughts: Real Talk, Real Opportunity

This episode gave listeners an authentic look behind the curtain of a brand that’s as real as it gets. Diesel Barbershop isn’t trying to be everything to everyone—it’s dialed into a specific market with a clear vibe and a replicable model. It’s gritty, fun, and profitable if you’re ready to roll up your sleeves and get involved.

Whether you’re a seasoned operator looking for your next concept or someone exploring your first franchise, Diesel Barbershop is worth a serious look—especially if you’re ready to stand out in a category full of clones.

Ready to Learn More?

If Shayne’s story lit a spark for you, grab a free copy of Your First Franchise Roadmap at YourFirstFranchise.com . This free guide walks you through what to expect when buying your first franchise and includes insights from top founders like Shayne Brown. You’ll also find more info on Diesel Barbershop and other brands we feature.

Overwhelmed? This Practice Can Help Now - Rachel Wixey

ewell@closethedeal.com (ewell smith) — Fri, 23 May 2025 00:24:53 GMT

Rachel Wixey demonstrates 3 steps to destress now.

Rachel Wixeys 10 Close The Deal Mindset Success Quotes:

“ People are ready for this. People are ready to feel better.”
“Safety is more than the removal of threat. It’s a felt experience.”
“You can’t change what you’re not aware of.”
“If I waited for my environment to be perfect, I would never practice.”
“Your body will fight you. It takes resources to build new habits.”
“Kids don’t just need adults—they need regulated adults.”
“Practice with a sincere heart—and you've done it right.”
“Meditation signals to your nervous system: you are safe.”
“Practice isn’t about perfection—it’s about presence.”
“The mind will wander—expect it to. That’s not failure, that’s practice.”

Learn more about Rachel Wixey:

https://rachel-wixey.com/

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Close The Deal Podcast With Rachel Wixey

Finding Calm in Chaos: How Meditation Can Rewire Your Stress Response

In a world where stress has become a daily companion—from overloaded parents to overworked professionals—Rachel Wixey offers a powerful solution rooted in neuroscience: meditation for wellness. In this episode of Close the Deal, Rachel joins us to unpack how meditation isn't just for yogis or spiritual seekers—it’s a practical, science-backed method for regulating the nervous system and reclaiming peace.

Let’s break down what we learned in this insightful conversation.

Meet Rachel Wixey: From Staffing Exec to Wellness Leader

Rachel Wixey is the founder of the Wixey Center for Wellness and My Work Well Community, a workplace wellness initiative in Toledo, Ohio. After more than 25 years in the staffing industry—much of it spent placing teachers in schools—she made a bold shift into the wellness space. Her motivation? Years of personal stress, internal judgment, and a nagging realization that there had to be a better way to live and relate to others.

Rachel didn’t just stumble into meditation. She experienced its transformational power firsthand and then committed herself to years of daily practice and formal study in the neuroscience behind it.

What’s Meditation, Really?

Rachel defines meditation not as a spiritual or religious act but as a practice grounded in science and self-awareness. Specifically, she describes it as:

"The awareness that comes from paying attention in the present moment, on purpose, without judgment."

In other words, it’s not about emptying your mind. It’s about noticing your thoughts, emotions, and surroundings—and choosing to anchor your attention instead of reacting to every stimulus.

Why Everyone’s So Stressed

From parents juggling kids and work to business owners making high-stakes decisions, Rachel sees one common thread: everyone is stressed . Layer in a 24/7 news cycle and the lingering effects of the COVID-19 pandemic, and it’s no surprise our nervous systems are overloaded.

Rachel explains that when stress becomes chronic, the body gets “tuned” to operate in a constant state of alert. This fight-or-flight mode floods the body with cortisol and adrenaline, which can lead to inflammation, illness, poor sleep, and even autoimmune responses. In fact, she openly shares how her own autoimmune flare-ups are tied directly to periods of unmanaged stress.

How Meditation Changes the Brain and Body

Meditation works by rewiring your brain’s response to stress. Rachel breaks it down simply:

When we pause and anchor our awareness—whether through the breath, sound, or body sensation—we shift blood flow to the prefrontal cortex , the area responsible for decision-making and emotional regulation .
This induces a regulatory effect on the nervous system, signaling safety and reducing the body’s stress hormones.

With consistency, this rewiring builds what Rachel calls a “new baseline”—where peace, not panic, becomes your default state.

A Simple 3-Minute Practice That Works

Rachel guides a live 3-minute meditation during the episode that you can try yourself. It includes:

Sitting upright but relaxed to signal intention to the body.
Closing your eyes to reduce stimulation and slow brain waves.
Focusing on breath or the pressure of your sit bones to anchor attention.
Noticing when your thoughts wander —and gently bringing focus back.

The goal isn’t to stop thoughts. It’s to become aware of them without judgment and to train the mind to come back to the present moment.

Rachel emphasizes, “If you just follow the prompts with sincerity, you’ve done it right.”

Common Myths That Hold People Back

Rachel hears this all the time: “I can’t meditate. My mind is too busy.” Her response is refreshingly honest:

“Respectfully, that’s all of us. We all have busy minds. It’s the nature of being human.”

Here are a few other misconceptions she debunks:

“I don’t have time.” Just 3 to 5 minutes a day is enough to begin.
“I need perfect silence.” Nope. Use your environment as part of your practice.
“I need to do it perfectly.” Meditation is a skill, not a performance.

Tips for Getting Started with Meditation

Rachel offers several key tips for beginners:

Dedicate time daily. Mornings are best because the mind is most open to change.
Start small. Aim for just 3–5 minutes.
Create a safe space. Find a quiet place where you feel grounded.
Choose an anchor. Breath, sound, or body sensations are great starting points.
Expect resistance. Your mind and body will try to distract you—push through it.
Let go of perfection. Some days will be better than others. Keep showing up.

Supporting Schools, Workplaces, and Families

Rachel’s work extends far beyond individual coaching. Through My Work Well Community, she delivers wellness training in:

Schools — where she's certified to teach mindfulness curriculum to kids as young as four.
Businesses — offering secular, science-based sessions that help employees manage workplace stress and prevent burnout.
Families — helping parents model emotional regulation for their children.

She also partners with other wellness professionals who focus on nutrition, hormones, movement, and resilience—creating a holistic wellness ecosystem.

Stress and Autoimmune Disorders: A Personal Connection

Ewell shared that his wife lives with Sjogren’s Syndrome , an autoimmune condition triggered by stress. Rachel resonated deeply, revealing her own long history of autoimmune flare-ups whenever she neglected her mental or lifestyle health.

She explained that autoimmune responses are often the body’s way of sounding the alarm—and meditation is one way to switch off that internal siren and reset the body’s systems.

The Hidden Danger of Adrenaline Addiction

One fascinating insight from this episode: people can become addicted to stress . Rachel described how the brain can rewire itself to seek out adrenaline as a normal state—especially after prolonged crisis (like Hurricane Katrina, in Ewell’s case).

The result? Even moments of calm feel uncomfortable, and we subconsciously seek out chaos to feel "normal."

Meditation disrupts that pattern. It teaches the brain and body that safety can feel familiar too .

Put Down the Phone (Seriously)

Ewell highlighted another modern-day obstacle to calm: the smartphone. Whether it’s doomscrolling, nonstop notifications, or using screens to avoid boredom, phones can hijack your nervous system.

Rachel's advice? Step away. Even something as simple as eating alone without a phone can be an exercise in presence and regulation.

Final Takeaway: This Is a Skill Anyone Can Learn

Rachel’s message is clear: Meditation is not a luxury—it’s a life skill. With just a few minutes a day, you can begin to rewire your stress response, regulate your nervous system, and improve nearly every aspect of your well-being.

And the best part? You don’t have to be perfect. You just have to be intentional .

Build Your Empire with Franchise Stacking: Tony Hubert

ewell@closethedeal.com (ewell smith) — Wed, 07 May 2025 23:44:14 GMT

Tony Holbert, CEO of Horsepower Brands, on Franchise Stacking and Leading with AI

If you’ve ever wondered what it really takes to build a thriving franchise empire, this conversation with Tony Hulbert, CEO of Horsepower Brands, pulls back the curtain. With over 400 franchise territories and nine home service brands under his leadership, Tony shares candid insights on mindset, growth, and the values that drive long-term success. Whether you're a first-time entrepreneur or scaling your second brand, his story is full of hard-earned lessons and forward-thinking strategies you can use.

Tony Hulbert's 11 Close The Deal Mindset Success Quotes

“Anything you put your effort into in life, you're gonna get more in return.”
"Every business has inflection points... and you’ve got to push through to that next level.”
“ You can always look for the reasons why it’s not working — but there’s too much opportunity each day not to succeed.”
“The most successful people in our system go all in — no plan B.”
“Understand your own skill set—and then hire to fill the gaps.”
“Leadership isn’t just about vision — it’s about knowing when to let others shine.”
“If you're involved in your local community, your business will scale.”
“The truth is, it's hard to build a business you can step back from. Once you do, that's when the real fun begins.”
“We’re not just creating businesses—we’re creating impact.”
“I love solving problems for small business owners — and I get to do that every day.”

Interested in Horspower's Brands, contact Ewell HERE.

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Close The Deal Podcast - Franchise Profits Episode With Tony Hulbert

CEO - HorsePower Brands

Inside Horsepower Brands: The Franchise Engine Behind 400+ Territories

When it comes to franchise growth, few names carry the horsepower—literally and figuratively—like Tony Holbert. As the CEO of Horsepower Brands, Tony oversees a family of nine thriving home service franchises operating across more than 400 territories. I recently sat down with him on the Close The Deal podcast to explore what makes Horsepower tick, why the home services sector is booming, and how AI is quietly reshaping how franchisees sell and scale.

From CPA to CEO: A Nontraditional Path

Tony didn’t set out to be a franchising powerhouse. He started his career as a CPA, then quickly climbed the ladder to become CFO of a PepsiCo-affiliated distribution group. That’s where he first caught a taste of what franchising looked like from the inside out—managing territories, consolidating family-run operations, and working closely with a global marketing machine.

Later, he earned equity in a 60-location retail nutrition franchise group before joining what would become Horsepower Brands. Initially hired as CFO of Mighty Dog Roofing, Tony helped lay the foundation for Horsepower before stepping into the CEO seat in 2021.

The Power of Going All In

According to Tony, success in franchising—and business in general—starts with a simple mindset: go all in.

“The people who go all in are the ones who win,” he said.

It’s not about burning the boats with reckless abandon. It’s about fully committing to your business—your team, your territory, your customers—and being present in every decision. Tony stresses that success doesn’t come from dipping your toes in. If you’re building a home services brand, you have to show up, lead, and drive demand every single day.

Why Home Services? No Ceilings, No Borders

Tony’s bullish on the home services sector for good reason. Unlike food or retail franchises that are limited by location and square footage, home services allows entrepreneurs to grow horizontally—across an entire market—without building out multiple storefronts.

Each day is a new chance to drive demand, close deals, and build awareness.

“There’s too much opportunity every day that you wake up,” Tony said.

He sees no ceiling on growth: residential, multi-family, commercial, interior, exterior—each customer segment and service vertical opens new doors.

The Role of AI: Coaching Over Replacing

One of the most fascinating parts of our conversation was Tony’s take on AI. Unlike brands using AI to replace people, Horsepower uses it to coach them.

Their newest AI-driven sales tool is built into a tablet app used during in-home consultations. It listens to the salesperson’s conversation (with permission), and provides coaching feedback post-visit—scoring patience, question-asking ability, listening skills, and whether the salesperson hit key steps in the sales process.

“This is AI as a virtual ride-along. It tells the manager where to listen and where to coach,” Tony said.

It’s smart, scalable training in real time—something that’s tough to replicate, especially across hundreds of franchisees.

Three Franchise Categories, One Unified Vision

Horsepower’s brands fall into three key categories:

1. Subcontractor Brands

Franchisees focus on sales and operations while outsourcing labor.

Mighty Dog Roofing
Groovy Hues Painting
Stand Strong Fencing
Bumble Bee Blinds

Perfect for entrepreneurs strong in sales who can manage vendors and teams without needing to build internal installation crews.

2. Recurring Revenue Brands

These smaller-scale brands offer reoccurring service models and lower upfront investment.

Heroes Lawn Care
Linq Lighting & Outdoor Living

Lower capital requirements, fixed royalties, and residual income make these ideal entry points.

3. Installation Brands

These require in-house crews (W-2 employees) and offer higher margins with more operational complexity.

Gatsby Glass
Blingle Insulation
Varsity Zone Heating & Air (Newest)

These brands are for empire-builders ready to manage large teams and own the entire process from sale to service.

Spotlight: Varsity Zone HVAC

Launched just a year ago, Varsity Zone Heating & Air marks Horsepower’s move into high-ticket, essential services. The brand pairs a sports theme (think season tickets = recurring maintenance plans) with a proven revenue model that includes both regular service and full-system replacements.

Investment ranges from $350K–$500K , and franchisees benefit from:

Strong reoccurring revenue from maintenance plans
High-ticket replacement jobs
Access to the “mechanical room” of the home (HVAC, plumbing, electrical)

“It was a strategic move to get into that part of the house. It opens the door to services like plumbing and electrical,” Tony said.

Franchise Stacking: Build Up, Not Out

One term I learned early on from visiting Horsepower’s headquarters was franchise stacking —the ability to layer multiple brands within the same territory.

Unlike retail models that require expanding outward into new markets, franchise stacking allows franchisees to:

Leverage the same territory for multiple brands
Share teams, marketing, and customer relationships
Cross-promote services to the same homeowners

Tony encourages candidates to be strategic—often acquiring an existing territory from another franchisee before adding a second brand.

“The second one is always the hardest,” Tony said. “But once your team is in place, the third and fourth come easier.”

Who Thrives in Horsepower?

So what makes a great franchisee?

According to Tony:

They go all in.
They understand their strengths.
They build strong teams.
They care deeply about customers.
They show up in their community

Whether their background is in hospitality, sales, or operations, the most successful franchisees know how to lead, learn, and lean on their support system.

Final Thoughts: Serve is in the Name

As Tony and I wrapped up, something struck me: the word “serve” is literally in “home services.” It’s about helping people, solving problems, and building trust—one home at a time.

Horsepower isn’t just about scaling revenue. It’s about creating lasting impact through solid businesses and strong community roots.

31 New Close The Deal Quotes That Drive More Sales

ewell@closethedeal.com (ewell smith) — Sat, 03 May 2025 01:13:01 GMT

Close The Deal quotes (original and new) that provide actionable insights that drive more sales

"Close The Deal" is the quintessential sales mantra that celebrates new beginnings. And in the world of business, it’s all about sales. And that’s all rooted in mindset.

You’ll notice we highlight close the deal success quotes from our most recent podcasts on our blog posts and those going forward. For good reason.

Everything in business and life that’s done at a high level starts with mindset and ends with mindset - for better or for worse.

We’re here for the better. We’re here to provide encouragement.

Check out the Close The Deal Definition .

Updated for 2026

Closing the deal in 2026 feels different than it did even a year ago. Buyers are more informed, AI tools shape every stage of outreach, and competitive noise has never been louder.

The professionals who win this year understand one truth: clarity and confidence still close more deals than any algorithm. These updated insights and quotes reflect the mindset required to break through, stay persuasive, and convert opportunities in today’s market.

“Clarity closes deals. Confusion kills them. Every major opportunity in life comes down to one moment of decisive action.” - Ewell Smith

How to Close the Deal Faster

With that… here's seven original “Close The Deal” quotes…then I took some creative liberty with the 31 iconic quotes below.

Brian Tracy
"The ability to close the deal is the single most important skill in selling — everything else leads up to that moment."

Andy Elliott
"When I'm going in to close a deal, you better bet your freaking butt, I believe I can close that deal. I will close that deal. Everybody can buy, came to buy, will buy — as long as I do my job."

Shane Gibson
"Always be closing... That doesn't mean you're always closing the deal, but it does mean that you need to be always closing on the next step in the process."

Farshad Asl
"Closing the deal is not just selling — it’s moving people from where they are to where they should be; helping them make the right choices and take action toward their financial freedom, peace of mind, and legacy."

Grant Cardone
"No one is really served until you close the deal."

Jeffrey Gitomer
"The first person to name a price loses in the negotiation, but the first person to justify the price closes the deal."

Ewell Smith
"You don’t just close the deal on a franchise, you open the door to ownership, freedom, and a life on your terms."

31 New Close The Deal Quotes

As the founder of CloseTheDeal.com, I took the liberty of enhancing some iconic sales quotes. Candidly - they implied and felt tailor-made to include the words ‘close the deal.’

Let me know your thoughts on these:

Oren Klaff: "You don’t close the deal with facts — you close it by owning the frame and making them chase you."
Chris Voss - “No” moves everyone’s efforts forward to close the deal.”
Les Brown: "You’ve got to be hungry enough to close the deal — because if you don’t, someone else will."
Zig Ziglar: "Every sale has five basic obstacles: no need, no money, no hurry, no desire, and no trust — so you’ve got to close the deal by solving those problems for them." (Note: Zig typically said “Close the sale.”)
Julio Melara: "You close the deal when you have the right mindset."
Steve Jobs: "You close the deal by making people see what they didn’t know they wanted — then delivering it better than they imagined."
Tony Robbins: "The only way to truly close the deal on your goals is to take massive action — decide, commit, and follow through until it’s done."
Gary Vaynerchuk: "You don’t close a deal by waiting for permission — you go all in, provide value, and make it happen."
Jeff Bezos: "You close the deal when you obsess over the customer — make them say yes before they know it."
Jim Rohn: "Don’t wish it were easier, wish you were better — because when you’re better, you can close the deal every time."
Dan Kennedy: "You close the deal when you stop pitching and start dictating — tell them what to do, why it’s urgent, and make it hurt to say no."
Robert Kiyosaki: "Closing the deal isn’t just about money — it’s about knowing your numbers and controlling the outcome."
Tiger Woods: "You close the deal on the last putt — focus, execute, and don’t let up until it’s done."
Daymond John: "You don’t close the deal until you’ve built trust — people buy from people they believe in."
Denis Waitley: "Winners don’t wait for chances — they take them, and that’s how they close the deal on their dreams."
Mark Cuban: "Work like there’s someone working 24 hours a day to take it away from you — that’s how you close the deal every time."
John Maxwell: "Leadership is influence, and you close the deal by inspiring people to trust your vision and follow through with action."
Beyoncé: "You close the deal when you own the stage — confidence turns heads into buyers."
Anik Singal: "To close the deal, stop selling features — start selling the transformation they’ll feel when they say yes."
Lewis Howes: "You close the deal when you stop chasing the sale and start building the relationship — people buy from those they believe in."
Tom Bilyeu: "Close the deal by mastering your mind — when you believe in the value you bring, they’ll feel it and say yes."
Chris Widener: "You close the deal when you’ve told a story so compelling they can’t walk away — facts inform, but stories sell."
Frank Kern: "You don’t close the deal with hype — you close it by giving them results in advance and letting them come to you."
John Carlton: "You close the deal by hooking them with a story, reeling them in with value, and landing them with a no-brainer offer."
Dwayne "The Rock" Johnson: "You close the deal by putting in the work — sweat, hustle, and a smile seal it every time."
Warren Buffett: "When I find a deal I love, I move fast — closing the deal is about knowing the value and acting when the moment’s right."
Michael Jordan: "You close the deal when the game’s on the line — take the shot, make it happen, that’s it."
Arianna Huffington: "You close the deal by building something they can’t ignore — impact seals it."
Serena Williams: "You close the deal with every swing — power and precision get it done."
Jill Konrath: “To close the deal, focus on solving the customer’s problems with precision, not just pushing for the sale.”
Jack Welch: "You close the deal by cutting through the noise — clarity and results win."

At the end of the day, closing the deal isn’t about pressure - it’s about unreasonable belief in:

your offer
your mission
your mindset
and most of all, absolutely 100% in yourself.

Whether you’re leading a sales team, building your franchise future, or just chasing that next big win, these quotes are here to fuel the fire. Come back to them. Share them. Live them. And when the moment comes, don’t hesitate - close the deal.

For a formal definition—and our deeper take on what it really means to close the deal—click here: Close the Deal / Close a Deal: Meaning & Usage.

Close The Deal Podcast

For the latest Close The Deal Podcast episodes, click here.

How to Close More Deals Without High-Pressure Sales Tactics - Sean Leyden

ewell@closethedeal.com (ewell smith) — Mon, 21 Apr 2025 23:13:09 GMT

Sean Lyden’s proven system for closing more deals erases any pressure on your clients. Do you agree with his approach?

Sean Lyden's 10 Close The Deal Mindset Success Quotes:

“Sales is not about convincing people to buy. It's about finding or creating alignment between the customer’s problem and your solution.”
“There is no pressure, no drama. If there’s alignment, take the next step. If not, part ways — and that’s fine.”
“The biggest mistakes I see in sales? Pressure, pestering, and pitch-slapping — especially on social media.”
“Culture is what drives me when I go in and work with companies. If the owner isn’t committed to building the right culture, I won’t take the engagement.”
“The proposal should be a recap — a formalization of what you’ve already agreed on in a live conversation.”
“When you have control over the decision maker, always schedule a scope review. Never just send a proposal and hope.”
“A small tweak to your process can create a high-leverage improvement. That’s the power of focusing on systems.”
“Your proposal conversion rate is like your batting average. Improve that before pushing more leads into a leaky pipeline.”
“I won't work with high-pressure sales teams — because the reps will fail if the owner is failing them.”
“If I wasn’t doing this, I’d be in intelligence — maybe a spy. I read people, and I’ve learned to use that introversion as a sales superpower.”

Learn more about Sean Lyden:

systematicselling.co/

Close The Deal Podcast Player:

Close The Deal Podcast With Sean Lyden

Unlocking Sales Growth Without Pressure: Lessons from Sean Lyden

On this episode of the Close The Deal podcast, we were joined by Sean Lyden, founder of Systematic Selling, to break down the mindset, process, and strategy that separates average salespeople from those who consistently close deals — without pressure, manipulation, or drama. Sean shared insights from decades of experience in sales, including his time in commercial truck sales, his current work helping companies improve their conversion rates, and why the right sales culture is non-negotiable for success.

Sales Is About Alignment — Not Persuasion

According to Sean, one of the most damaging misconceptions about sales is the belief that it's all about “convincing” someone to buy. This mentality often leads to what he calls the “three P’s” — pressure, pestering, and pitch-slapping , especially on social media platforms like LinkedIn.

Instead, Sean teaches that sales is about finding or creating alignment between a customer's problem and the solution you offer. The more aligned you are, the more natural the next step becomes. If there’s no alignment? You part ways respectfully — no high-pressure tactics required.

This approach isn't just ethical — it’s effective. Customers today are savvy and weary of old-school tactics. They don’t want to be “sold.” They want to be understood. Sean’s model builds trust first, then delivers value — and the results speak for themselves.

From Car Sales to Culture-Driven Sales Leadership

Sean’s credibility is rooted in real-world experience. Early in his career, he sold commercial trucks at one of the top GMC dealerships in the country. What made that dealership stand out wasn’t the inventory — it was the culture .

Everything was intentional, from how the receptionist answered the phone to how salespeople were trained to greet customers. “Hi, welcome to Carl Black. My name is Sean. What brings you by the dealership today?” That simple line disrupted the customer’s pattern and opened the door to a conversation. Sales culture was so strong that if a colleague applied pressure tactics, it wasn’t management correcting them — it was the veteran reps holding each other accountable.

Sean emphasizes that this kind of culture is what sets sales organizations apart. Without it, even the best training won't stick. “If the owner isn’t committed to building a healthy sales culture,” Sean says, “I won’t take the engagement. Because the reps will fail — not because they aren’t good, but because the owner is failing them.”

The Three Levers of Growth: A Sales Framework for Any Business

Sean introduced his core methodology called the Three Levers of Growth — a practical framework that helps businesses of all sizes generate more revenue without needing more leads, more marketing spend, or more pressure.

1. Proposal Conversion Rate (PCR)

This first lever is about improving your efficiency. If you're already getting leads and submitting proposals, what's your batting average ? If you're converting 35% of proposals into sales, how do you move that to 50%?

Sean offered two simple, but powerful, tactics for increasing your proposal conversion rate:

Talk about budget early. Instead of surprising the client with a number at the end, say something like, “A project like this is usually between $12,000–$15,000. Does that line up with what you expected to invest?” This surfaces objections early and gives you a chance to educate or clarify scope differences before it’s too late.
Never send a proposal blind. Schedule a proposal review with the client and walk them through the scope and pricing together. That way, you stay in control of the conversation and can address concerns in real time.

One of Sean’s clients improved their conversion rate from 36% to over 50% in just one quarter by making these small changes. That kind of improvement can transform a business’s bottom line without spending a dime on extra marketing.

2. Revenue Per Sale

Once you're converting more consistently, the next lever is increasing the value of each deal . Sean calls this “moving from singles to doubles, triples, and home runs.”

This doesn’t mean upselling for the sake of it — it means training your team to identify natural extensions of value for the customer. One of the best tactics Sean teaches is for home service pros or technicians:

“Before starting the job, simply ask: ‘While I’m here, is there anything else you’d like me to take a look at?’”

This question is disarming and helpful. Often, a customer will mention another issue they hadn’t considered, which opens the door for additional work and more value — without feeling “salesy.”

3. Proposal Volume

Only after improving conversion and increasing revenue per sale does Sean move to volume — the number of at-bats your business is getting. He divides this third lever into four buckets that make up what he calls

Systematic Prospecting :

Systematic Networking – Attending events, groups, or meetups and building connections intentionally.
Systematic Social Selling – Using platforms like LinkedIn to build real relationships (not just posting).
Systematic Outreach – Targeted 1:1 outreach via calls, emails, DMs, or in-person visits — not spam blasts.
Systematic Referrals – Defining when and how to ask for referrals consistently.

Each business will lean more heavily on one or two of these based on its market. In B2C, marketing and networking may lead the way. In B2B, it may be more outbound sales and relationship development. But regardless of your industry, a diversified approach to prospecting increases your chances of landing qualified leads.

Sean also shared a golden referral question:

“Who do I not know that you think I should get to know?”

That phrasing — flipped from the typical ask — is disarming and powerful. It gets people thinking creatively and opens up new introductions.

When Culture Meets Systems, Sales Flourish

Throughout the conversation, Sean returned again and again to two pillars: culture and systems . A strong culture ensures your team sells with integrity, confidence, and consistency. A strong system ensures that no opportunity gets wasted and small improvements can lead to big gains.

Sean’s own story illustrates this beautifully. He went from having zero sales experience to becoming one of the top 25 commercial truck salespeople in the U.S. in just a few years — thanks to the systems and culture of the dealership that trained him.

Now, through Systematic Selling, he’s helping small businesses unlock the same kind of repeatable success — minus the pressure.

Final Thoughts: Sean’s Superpower

In a fun closing moment, Sean revealed that if he weren’t in sales, he’d be in intelligence — as a spy. Why? Because he’s analytical, highly observant, and an introvert who has learned to use his ability to read people as a superpower.

That same superpower now helps him guide business owners toward smarter, more human-centered sales — where alignment replaces pressure, and deals close naturally.

If you’re ready to level up your sales approach and close more deals without being “salesy,” check out Sean’s content at SystematicSelling.co and connect with him on LinkedIn.

Close the Deal / Close a Deal: Definition, Meaning & Use

ewell@closethedeal.com (ewell smith) — Sat, 19 Apr 2025 13:42:06 GMT

Close the Deal / Close a Deal: Definition, Meaning & Usage

What does it mean to “close the deal” or “close a deal”?

"Close the deal" and "close a deal" phrases are used everywhere - in sales meetings, franchise discovery calls, real estate negotiations, sports commentary, even casual conversation.

They have become such common language that their true meaning often gets overlooked.

But what do they actually mean?

To find out, we went straight to the source. We reviewed definitions from leading dictionaries, examined how the phrases are used across industries, and reflected on what these words mean in high-stakes decisions like buying a business or starting a franchise.

2026 Update:

The meaning of “close the deal” continues to evolve in a world shaped by AI-driven sales tools, virtual negotiations, and the rise of entrepreneurship. This updated guide includes fresh insights on how the phrase is used today across sales, franchising, real estate, and personal development.

Quick Definition

Let’s start with the most succinct version:

To make an agreement official.

“Close the deal” typically refers to finalizing an offer, contract, or agreement after both sides have negotiated and agreed on the terms.

Simple enough, but there’s more depth behind the phrase — especially in business and personal development.

Our Comprehensive Definition

To close the deal is to decisively complete an agreement or achieve a meaningful goal — whether in business, negotiation, or life — by aligning intent with action, delivering value, and securing commitment.

It’s more than a transaction.

It’s the moment possibility becomes reality.

Why the Phrase “Close the Deal” Still Matters in 2026

In 2026, the ability to “close the deal” has taken on new weight. With AI changing how people research, evaluate, and communicate, the human side of decision-making matters more than ever.

The phrase isn’t just a step in a process, it represents the moment a person chooses conviction over hesitation. Closing the deal now requires clarity, trust, and emotional intelligence in ways previous generations never faced.

How AI Has Changed “Closing the Deal”

AI can help you prospect, personalize, and present with more precision, but it can’t close the deal for you. Closing still happens when a human makes a confident decision. In the AI era, the ability to communicate trust and value is the real differentiator.

Our Aspirational Definition (Specific to Business Ownership)

In the world of franchising and entrepreneurship, closing the deal isn’t just a financial or legal milestone — it’s a personal transformation.

Closing the deal opens the door to ownership and freedom.

When someone invests in a business or a franchise, they’re not just signing a document — they’re stepping into a new chapter of life. It’s about building something on your own terms, taking control of your future, and rewriting your career path.

Real-World Usage

Here’s how “close the deal” shows up across different industries and contexts:

In sales, it’s when the client signs the proposal and funds the project.
In real estate, it’s when the keys are handed over.
In franchising, it’s the moment someone says “yes” to business ownership.
In life, it’s when you stop talking about change — and start making it happen.

It’s about follow-through. It’s about commitment. It’s about taking the final step.

How “Close the Deal” Is Commonly Used

The phrase “close the deal” is used across sales, business, and everyday conversation to describe the moment when agreement turns into commitment.

In a sales or negotiation context, it refers to the final step where all objections are resolved and both parties agree to move forward. This often includes signing a contract, exchanging funds, or formally accepting terms.

In business settings, “close the deal” can also describe completing partnerships, acquisitions, franchise agreements, or vendor relationships after due diligence and negotiation.

In everyday language, the phrase is used more casually to mean securing an outcome, achieving a goal, or successfully finishing something that required effort or persuasion.

While the context may change, the core meaning remains the same: moving from discussion to decision, and from intent to action.

Quote

“You don’t just close the deal investing in a franchise — you open the door to ownership, freedom, and your future.” - Ewell Smith

“Clarity closes deals. Confusion kills them. Every major opportunity in life comes down to one moment of decisive action.” - Ewell Smith

Official Dictionary Close The Deal Definitions

Merriam-Webster : To make an agreement official.
Cambridge : To formally conclude a business agreement.
Collins : To successfully complete a business transaction or sale.

Final "Close The Deal" or "Close A Deal" Thought

At the end of the day, closing the deal is more than sealing a contract. It’s an act of courage — of clarity, decision, and momentum.

Whether you're in sales, buying a business, or chasing a dream, the phrase is a powerful reminder of what happens when intention meets action.

If this was helpful check out How to Close The Deal Faster (7 steps to win more sales) post.

FAQ: Questions About “Close the Deal” and “Close a Deal”

Ready to Close More Deals in 2026?

Download our free guide: Top Sales Training Providers for 2026 an d get insights to help you negotiate with confidence and close your next opportunity.

The Roof Resource Franchise Disrupts Roofing Costs: Mike Harvey

ewell@closethedeal.com (ewell smith) — Thu, 20 Mar 2025 02:38:50 GMT

Mike Harvey, founder of The Roof Resource, shares how they genuinely drive down roofing costs for consumers - flipping the market on its head.

The Roof Resource is revolutionizing the roofing industry with a transparent, customer-first approach that eliminates inflated pricing and high-pressure sales. By providing upfront, itemized cost breakdowns and leveraging advanced technology for quick estimates, homeowners save up to 50% compared to traditional roofing companies.

This disruptive franchise model not only benefits customers but also creates a scalable, low-overhead business opportunity for franchisees looking to join a game-changing movement in home services.

Mike Harvey's 11 Close The Deal Mindset Success Quotes

"Customers have to win first."
"Where you get uncomfortable is where you grow."
"If I can do something for my family, why can't I do that for a complete stranger?"
"I'm the Netflix guy; they're the Blockbuster."
"Pick up the sword and jump into the arena."
"If you're not ready to leave behind the W-2 life, then you're not ready for entrepreneurship."
"People over profit."
"The customer experience is everything."
"You don’t need to sell when the value speaks for itself."
"When you’re solving real problems, people will pull you into the conversation."
"We’re not just putting on roofs; we’re helping people do more with their money."

Interested in The Roof Resource, contact Ewell HERE.

Close The Deal Podcast - Franchise Profits Episode With Mike Harvey

Founder - The Roof Resource Franchise

A Roofing Industry Ripe for Disruption

The roofing industry has long been plagued by high prices, lack of transparency, and aggressive sales tactics. Homeowners often face inflated quotes with little understanding of the actual costs involved. Mike Harvey, founder of The Roof Resource, saw an opportunity to change the game by introducing a cost-transparent model that eliminates unnecessary markups and provides homeowners with fair, upfront pricing.

Mike Harvey’s Journey to Disruption

Mike’s background in corporate sales and training gave him the skills to identify inefficiencies in traditional business models. After spending nine months in the roofing industry, he realized just how broken the system was. Instead of following the conventional high-margin approach, he developed The Roof Resource, a fully virtual roofing franchise that prioritizes cost transparency and customer trust.

How The Roof Resource Works

Unlike traditional roofing companies that rely on in-person sales, high-pressure tactics, and unpredictable pricing, The Roof Resource offers a seamless and transparent process:

Homeowners receive a proposal within 24 hours using advanced roofing technology and satellite imagery.
Pricing is upfront and itemized, showing materials, labor, permits, and disposal costs with no hidden fees.
The company partners with top roofing manufacturers and local, vetted contractors to ensure high-quality installation at a fraction of the traditional cost.
Homeowners typically save 50% compared to market-leading roofing companies.

Overcoming Consumer Skepticism

One of the biggest challenges in launching The Roof Resource was convincing homeowners that the savings were real. Many assumed that lower prices meant lower quality, even when presented with premium materials and professional installation. Over time, positive word-of-mouth and consistent results proved that The Roof Resource was not only legitimate but also an industry game-changer.

A Franchise Model Built for Success

For aspiring entrepreneurs, The Roof Resource franchise offers an innovative business opportunity:

Low overhead: No need for a physical office, large staff, or warehouse space.
Simple operations: Franchisees focus on customer acquisition, while corporate handles backend logistics.
Recurring demand: Roofing is an essential service, creating a steady stream of potential clients.
High margins: Even with cost transparency, franchisees can generate strong profits by providing a superior customer experience.

Why Roofers and Insurance Companies Love It

Roofing companies benefit from working with The Roof Resource because they receive guaranteed work with immediate payment, eliminating cash flow issues. Additionally, insurance companies appreciate the transparency and predictable pricing, which helps reduce loss ratios and unnecessary disputes. The model aligns the interests of homeowners, contractors, and insurers in a way that benefits everyone involved.

A Mission Beyond Roofing

For Mike, this business is more than just about making money—it’s about helping families make smarter financial decisions. Many homeowners who save thousands on their roofs are able to reinvest that money into home improvements, vacations, or other life-enhancing experiences. The company’s mission is to put people over profits while still building a scalable, high-growth business.

The Ideal Franchisee

The best candidates for The Roof Resource franchise are individuals who:

Enjoy networking and building relationships with realtors, insurance agents, and homeowners.
Have a strong work ethic and a desire to provide honest, transparent service.
Want to be part of a disruptive brand that’s redefining an industry.

Final Thoughts

The Roof Resource is proving that transparency and trust can be powerful disruptors in an industry notorious for high-pressure sales and inflated pricing. By giving homeowners a fair deal and simplifying the roofing process, Mike Harvey is not just reinventing roofing—he’s creating a new standard for home improvement services. For franchisees, it’s an opportunity to be part of a movement that prioritizes integrity while offering a lucrative business model.

How To Invest In a Franchise: Ewell Smith (WWL Radio)

ewell@closethedeal.com (ewell smith) — Mon, 10 Mar 2025 23:52:37 GMT

Ewell Smith Joins Newell Normand on WWL Radio to Discuss Business Ownership Options During Workforce Disruption

Success in franchising, like any business, requires taking control, putting in the work, and following proven systems. While franchising provides a playbook to mitigate risk, ultimate success depends on the individual’s effort, mindset, and willingness to learn. Fear holds many people back, but clarity, community, and structured processes help entrepreneurs build wealth and career independence.

Ewell Smith's 10 Close The Deal Mindset Success Quotes:

The reality is about 57 percent of all Americans would rather start a business than go work for somebody else."
"Franchising gives them a playbook, a system and process to mitigate risk."
"Anything that's worthwhile always takes work and there's always an element of risk."
"You're not by yourself—you’ve got a franchise system, a community of people, and support."
"You're gonna start in the red zone on the 20 yard line and you're gonna be teed up to go into the end zone."
"What makes franchising work is this: it's built off of systems and processes."
"One out of seven franchises in the United States is owned by a veteran."
"The biggest thing that holds people back in all this is fear."
"My role is to provide clarity so people can make an informed decision and ensure their future."
"What they're providing for you is a template to succeed."

At the end of the day, your skills, experience and wisdom are highly valued in franchising. Take control. Be your own boss.

Interested in your first franchise or next one, contact Ewell HERE.

Publisher of CloseTheDeal.com / Close The Deal Podcast Host - Ewell Smith

Franchising as a Path to Career Independence

Ewell Smith, author of Your First Franchise Roadmap and founder of Close The Deal Franchise Group & Podcast joined Newell Normand on WWL Radio to discuss franchising as a solution for individuals looking to take control of their careers. With corporate and government layoffs on the rise, many professionals are exploring alternatives to traditional employment. Franchising provides a structured path to business ownership with a proven system, reducing the risks associated with starting a business from scratch.

The Power of a Playbook in Business

One of the key advantages of franchising is that it comes with a well-established playbook. Unlike independent startups that require years of trial and error, a franchise provides a blueprint for success, helping new owners avoid common pitfalls. Franchisors have already navigated the challenges of launching and scaling their business, meaning franchisees benefit from established systems, mentorship, and operational support. This significantly improves their chances of success.

Franchising Is More Than Just Food

A common misconception is that franchising is limited to the food industry. While restaurant franchises are highly visible, the industry spans over 30 different sectors, including beauty, healthcare, fitness, and home services. Many successful franchise owners operate businesses in home improvement, roofing, painting, and other essential services that homeowners rely on daily. These industries offer lower startup costs compared to food service and have high demand, making them an attractive option for aspiring entrepreneurs.

Investment Levels and Business Scalability

Many potential franchisees assume that franchise ownership requires millions of dollars, often citing well-known fast food chains as examples. However, there are many franchises with investment levels between $85,000 and $150,000 that generate substantial revenue. Home service franchises, in particular, provide opportunities to scale quickly, often reaching seven-figure revenues with relatively low overhead costs. This accessibility makes franchising an appealing option for individuals who want to own a business without breaking the bank.

The Franchisee-Franchisor Relationship

One of the most overlooked aspects of franchising is the relationship between the franchisor and franchisee. Unlike traditional business purchases where ownership is simply transferred, franchising is a two-way street. Franchisees must go through a qualification process where franchisors assess whether they are a good cultural fit. This ensures that both parties are aligned in their vision and commitment to upholding brand standards. The success of a franchise depends on the ability of the franchisee to follow the system and put in the necessary work.

The Reality of Hard Work and Ownership

Many people believe that purchasing a franchise guarantees success, but that is far from the truth. While the franchise model provides the framework, the franchisee must be committed to executing the system effectively. Success in franchising comes from dedication, learning, and persistence.

Why Veterans Excel in Franchising

One of the most compelling statistics in franchising is that one out of seven franchises in the U.S. is owned by a veteran. This is largely due to the military’s emphasis on systems and processes, which align perfectly with the structured nature of franchise operations. Veterans excel in following procedures, leading teams, and executing strategies—skills that translate directly into franchise success. Many franchisors actively seek out veterans because of their disciplined approach to business.

The Role of a Franchise Consultant

Navigating the franchising world can be overwhelming for newcomers. With thousands of franchise options available, it’s easy to get lost in research without a clear direction. This is where franchise consultants play a crucial role. As an industry expert, Ewell Smith helps candidates identify franchises that match their skills, goals, and financial situation. Instead of sifting through endless online listings, he vets opportunities, builds relationships with franchisors, and presents the best options to his clients—all at no cost to them, as his services are covered by franchisors.

Franchising as an Option for Mid-Career Professionals

Many professionals in their late 40s and 50s find themselves facing career uncertainty due to layoffs, corporate restructuring, or age-related job market challenges. For this demographic, franchising presents an opportunity to regain control over their financial future. Rather than competing for jobs in an increasingly age-conscious workforce, they can leverage their experience, leadership skills, and financial stability to build their own business. Franchising allows them to create long-term wealth while maintaining a level of autonomy that traditional employment cannot offer.

The Fear Factor in Business Ownership

The biggest barrier preventing people from pursuing franchise ownership is fear. The fear of failure, financial risk, and the unknown often hold individuals back from taking the next step. However, Smith emphasizes that fear can be mitigated through education and proper guidance. By working with a consultant, prospective franchisees gain clarity on what to expect, how to navigate challenges, and what steps to take to ensure success. Having the right information and support makes it easier to make an informed decision and move past hesitation.

The Long-Term Benefits of Franchise Ownership

Beyond financial success, franchising offers long-term stability and opportunities for expansion. Many franchisees start with a single unit and later scale their operations by opening additional locations. The ability to grow within a structured system provides a clear path for wealth creation. Additionally, franchise businesses can often be sold at a higher valuation compared to independent startups due to their established brand and operational consistency.

Final Thoughts and Next Steps

Franchising is a powerful vehicle for career independence, financial growth, and personal fulfillment. Whether someone is transitioning from corporate life, military service, or looking for a new challenge, franchise ownership provides a proven path to business success. Ewell Smith’s expertise and resources, including his book Your First Franchise Roadmap, offer invaluable guidance for those considering this path.

Free gift: Click Your First Franchise Roadmap

Why Hole in the Wall Way Fuels Franchise Growth - James Groves

ewell@closethedeal.com (ewell smith) — Thu, 06 Mar 2025 02:36:32 GMT

James Groves, Co-Founder of Hole In The Wall Franchise, shares how the School of Rock drives success and builds their labor pool.

When it comes to standing out in the home services industry, branding is everything —and Hole in the Wall Franchise has nailed it. With a memorable name, eye-catching visuals, and a reputation for top-quality drywall repair, this franchise is built for success. In this special Close The Deal episode of Franchise Profits, we’ll explore how strong branding, smart marketing, and proven systems make Hole in the Wall Franchise a rock-solid business opportunity.

James Grove's 10 Close The Deal Mindset Success Quotes:

"We don’t patch, we repair."
"We are the expert in drywall repair."
"The ability for them [franchisees] to have more than that 32% just, just as my opinion, is high."
"I don’t want them to buy a job. I want them to create an empire in their territories."
"As we grow, our franchisees grow, and as they grow, we continue to evolve."
"I talk weekly with all my franchise owners—they become my family."
"Don’t be territory rich and capital poor."
"We partner with our franchisees to help them succeed, because when they grow, we grow."
"Trust the process.""Make sure you’re not undercapitalized. Don’t be territory rich and capital poor."
"A strong brand fuels franchise growth and makes marketing easier for every owner."

Interested in Hole In The Wall franchise, contact Ewell HERE.

Close The Deal Podcast Player

Close The Deal Podcast - Franchise Profits Episode With James Groves

Co-Founder - Hole In The Wall Franchise

The Problem That Created an Opportunity

Everyone has been there—you move a piece of furniture, and suddenly there’s a hole in the wall. Or maybe a plumber or electrician comes in, does their work, and leaves behind damage that needs to be repaired. That’s where Hole in the Wall Franchise comes in.

James Groves, co-founder of Hole in the Wall Franchise , joins the Close The Deal podcast to discuss how this business solves a universal problem while offering franchisees a high-margin, scalable opportunity.

A Brand That Stands Out

A franchise’s success starts with its brand. Hole in the Wall is a phrase people instantly recognize, making it a natural fit for a drywall repair business. But beyond just the name, James and his team invested years into securing the brand’s trademark, domain, and national presence.

The name Hole in the Wall wasn’t easy to claim. They spent three years working on their trademark after initial legal roadblocks. When one attorney told them to change the name, they decided to fire him instead and found a way to secure the IP. Today, they own the trademark for both the logo and the words “Hole in the Wall.”

Beyond the name, they built a recognizable brand identity —from SEO-driven marketing to a memorable 844-NO-HOLES national phone number. These branding efforts make it easy for customers to remember and refer business.

The Demand for Drywall Repair

One of the biggest advantages of Hole in the Wall Franchise is its consistent demand.

Homeowners need it – From accidental damage to renovations, drywall repair is a necessity.
Tradespeople need it – Plumbers, electricians, and other service pros often cut into walls and need a reliable partner to repair the damage.
Renters need it – College students and tenants want their deposits back and need to fix wall damage before moving out.

Unlike some home service businesses that experience seasonal slowdowns, drywall repair is a year-round necessity that provides a steady stream of business.

How Hole in the Wall Franchise Works

One of the key advantages of Hole in the Wall Franchise is its low-cost, high-margin model.

No brick-and-mortar location required – Franchisees can start from home.
Low equipment and material costs – Drywall sheets cost $10–$14 each and last for multiple projects.
Scalable operations – More trucks = more revenue.
Repeat customers and referrals – Quality work leads to word-of-mouth growth.

A typical project can take as little as 30–45 minutes , making it possible for franchisees to complete multiple jobs per day and maximize earnings.

The School of Rock: Training Franchisees for Success

One of the biggest challenges in home services is finding skilled labor. Hole in the Wall tackled this head-on by creating a training program called the “School of Rock.”

The School of Rock Drywall Academy is designed to:

Onboard new hires quickly so franchisees can scale fast.
Offer hands-on training in drywall repair techniques.
Provide ongoing education through an exclusive training app with 300+ lessons and videos.

Unlike traditional drywall companies that take six months to a year to train someone, Hole in the Wall’s proprietary system can get someone job-ready in just two weeks.

Franchise Support and Marketing

Marketing is a major component of franchise success, and Hole in the Wall Franchise provides:

SEO-optimized websites and landing pages for franchisees.
Google Business Profile setup for local search visibility.
Paid ad management on platforms like Facebook and Google.
Social media branding and content creation.

Franchisees also benefit from a dedicated marketing team that helps them maximize visibility in their local market.

Who is the Ideal Franchisee?

James and his team are looking for franchisees who want to build an empire, not just buy a job. The best candidates:

Have a passion for business growth and networking
Are comfortable managing teams and operations
Want to scale beyond a single truck
Are community-oriented and service-driven

Unlike some trade-based franchises, you don’t need drywall experience to succeed. In fact, James prefers franchisees without prior drywall expertise because they can be trained the right way from the start.

The Investment and Profitability

The franchise fee is $59,500 for one territory or $99,500 for two. The total investment ranges from $90K–$170K , depending on whether the franchisee buys or leases vehicles.

In the Orlando headquarters , Hole in the Wall does 1,500–1,800 projects per year , generating $1.3M in revenue with a 32% profit margin. Franchisees have the potential to match or exceed those numbers, especially since they won’t have the same overhead as the corporate location.

Key Takeaways from the Episode

Hole in the Wall Franchise is built for scalability.
The branding is a massive advantage —memorable, recognizable, and easy to market.
The demand for drywall repair is constant , making it a recession-resistant business.
Franchisees benefit from top-tier training and marketing support.
Strong profit margins and low overhead make this a highly attractive opportunity.

Marufuku Ramen Franchise Expansion Plans Unveiled

ewell@closethedeal.com (ewell smith) — Fri, 28 Feb 2025 03:37:30 GMT

The secret behind Marufuku Ramen's long lines that drives franchise growth.

I recently visited the home base for Marufuku Ramen in Japantown, San Francisco. The first thing you notice is the line out the door, 15 to 20 people deep—and this was at 2:30 on a Friday afternoon. (weekends - 150+ in line) That set the stage for what was to come as Carlos Herrador welcomed me and my business partners,. We had the opportunity to try the food there and then visited two more locations— Redwood City and Cupertino ( where Apple is headquartered). What stood out at every location? The crowds , the consistently outstanding food , and spotless restaurants .

Marufuku Ramen Expands Nationwide

Marufuku Ramen, an acclaimed authentic Japanese ramen restaurant founded in 2017 , has officially launched its nationwide franchise program following successful expansions in California, Texas, Nevada, and New York . Under the leadership of franchise veteran Carlos Herrador, the brand is now seeking qualified franchisees across the United States, with particular interest in the East Coast, Midwest, and Pacific Northwest regions.

This announcement follows the continued success of the brand’s original San Francisco Japantown location, which now generates an impressive $10 million in annual revenue. Newer locations consistently bring in $2.8 to $10 million annually, as disclosed in federal franchise documents. The Las Vegas location, opened just three weeks ago, has already committed to opening a second store due to overwhelming demand.

The Secret Behind Marufuku’s Success

“What sets Marufuku Ramen apart is our unwavering commitment to authenticity and excellence ,” says Carlos Herrador, Executive Vice President of Franchise Operations. “Our systems and processes ensure that every customer receives the same exceptional experience regardless of location, with attention to detail extending to the precise placement of each ingredient in every ramen bowl.”

Founded by Eiichi Mochizuki , a Japanese entrepreneur, Marufuku Ramen was born out of a need for true Japanese ramen in the Bay Area. The brand’s foundation is built on authentic Japanese cuisine , employing over 50 Japanese chefs who have been brought directly from Japan to maintain culinary standards and train new franchisees .

What It Takes to Franchise with Marufuku

For those interested in joining the Marufuku family, here’s what to expect. The investment range is between $1.2M – $1.4M, which includes construction, training, and operational expenses. Locations generate between $2.8M – $10M annually, proving the high demand for the brand. Franchisees receive full support , including site selection, training, marketing, and ongoing operational assistance.

The ideal franchisee is a hands-on operator committed to quality, cleanliness, and service .

Franchisees receive comprehensive support, with Carlos Herrador personally assisting in site selection and approval. The corporate team also provides marketing support, social media guidance, and ongoing training to ensure each franch isee’s success.

Marufuku’s Expansion Strategy

While Marufuku is open to nationwide expansion, some markets are particularly attractive. The brand is targeting the East Coast in states like New York, New Jersey, and Virginia. On the West Coast, expansion opportunities are available in Seattle and Southern California.

The South, particularly in Atlanta and Texas, also presents strong growth potential. Despite ramen being a popular dish in colder climates, Marufuku has also seen success in warm-weather states like Texas. The brand carefully maintains its authentic Japanese identity, while exploring minor regional menu adaptations to meet customer demand.

See current locations: https://www.marufukuramen.com/

What Makes a Great Marufuku Franchisee?

“We’re looking for hands-on operators who are committed to maintaining our standards of quality, cleanliness, and service,” says Herrador. “While restaurant experience is beneficial, our proven systems make it possible for dedicated business professionals to succeed with the right training and commitment to excellence.”

This franchise opportunity is perfect for entrepreneurs looking to enter the rapidly growing ramen segment with a proven, in-demand brand. From my own experience visiting multiple locations, it’s clear that the brand’s commitment to quality, consistency, and cleanliness makes it the go-to ramen destination in every market.

Is Marufuku Ramen Right for You?

Marufuku Ramen isn’t just another franchise—it’s a fast-growing, high-quality brand with a proven track record . With strong leadership, exceptional training programs , and an unwavering commitment to authenticity , it’s no surprise that customers are willing to wait in long lines for their signature bowls.

If you’re interested in bringing a Marufuku Ramen franchise to your city, contact us.

Marufuku Ramen’s Long Lines Explained - Carlos Herrador

ewell@closethedeal.com (ewell smith) — Thu, 27 Feb 2025 01:48:05 GMT

Why MARUFUKU RAMEN is the Go-To Spot in San Francisco’s Japantown

In this episode of the Close The Deal podcast, we dive into the franchise world with Carlos Herrador , a 42-year industry veteran. Carlos shares how Marufuku Ramen became a powerhouse brand with long lines and loyal customers. From quality control to franchise success, this conversation is packed with insights for aspiring and experienced franchisees alike!

Carlos Herrador's 10 Close The Deal Mindset Success Quotes:

"Times change all the time. You need to keep yourself current."
"Change is the one constant we can count on."
"If you want to continue in business, you have to be ready to compete."
"A great product is non-negotiable."
"Being present and involved is the key to success."
"Customers will wait in line for quality—never compromise on it."
"Support your team, and they will support your success."
"Consistency in food, service, and cleanliness builds trust."
"If you have time to lean, you have time to clean."
"We will do everything it takes to make our franchisees successful."

Visit: https://www.marufukuramen.com/

Interested in Marufuku Ramen franchise, contact Ewell HERE.

Close The Deal Podcast Player

Close The Deal Podcast - Franchise Profits Episode With Carlos Herrador

Executive Vice President of Franchise Operations MARUFUKU RAMEN

Close The Deal Podcast Shownotes

Introduction

In this special episode of the Close the Deal podcast, host Ewell Smith welcomes Carlos Herrador, a franchise industry veteran with 42 years of experience. Carlos shares insights into the franchise world, particularly his work with Marufuku Ramen, a brand that has carved out a niche in the competitive restaurant industry. The conversation covers the evolution of the food industry, key challenges, and what makes a successful franchisee.

Carlos Herrador’s Background and Franchise Journey

Carlos began his franchise career at KFC in 1980 at the age of 23. He learned the fundamentals of restaurant operations by cooking and managing kitchen duties before progressing through leadership roles. His journey took him through major brands like Carl’s Jr. and Five Guys, where he gained valuable insights into structured franchise operations, quality control, and brand expansion. His extensive experience across multiple brands prepared him for his current role at Marufuku Ramen as the Executive Vice President of Franchise Operations.

Challenges in the Franchise Business

Reflecting on over four decades in franchising, Carlos highlights change as the biggest challenge. Consumer preferences, food trends, and industry standards are constantly evolving. To stay competitive, brands must continuously improve their product quality, service, and operational efficiency. He emphasizes that adapting to change and maintaining high standards are essential for long-term success in the restaurant business.

Marufuku Ramen’s Origins and Expansion

Marufuku Ramen was founded in 2017 by Eiichi Mochizuki, a Japanese entrepreneur passionate about bringing authentic ramen to Northern California. Dissatisfied with the ramen options available in the Bay Area, he launched Marufuku Ramen to fill this gap. The brand quickly gained a loyal following, with its original location in San Francisco’s Japantown drawing long lines of eager customers. The business has since expanded to locations in New York, Texas, California, and most recently, Las Vegas.

Marufuku Ramen’s success is built on authenticity and quality.

The brand employs 50 Japanese chefs who bring traditional techniques to the table, ensuring a consistent and high-quality product. The restaurant’s popularity stems from its strong branding, exceptional food, and commitment to cleanliness.

Franchisee Support and Selection

Carlos plays a hands-on role in supporting franchisees, from site selection to restaurant operations. He personally guides potential franchisees through the process, ensuring they understand the brand's standards and expectations. Marufuku Ramen provides full training, operational guidance, and marketing support to ensure franchisees’ success.

Ideal franchise candidates are those who are actively involved in their business. While prior restaurant experience is beneficial, it is not required. Investors can succeed if they partner with experienced restaurant operators. Regardless of background, franchisees must prioritize quality, cleanliness, and excellent customer service.

Investment and Revenue Potential

The investment required to open a Marufuku Ramen restaurant varies based on location and restaurant size. A standard location can range from $1.2 million to $1.4 million, including construction, training, and operational expenses. Larger locations with full bars require a higher investment. In terms of revenue, Marufuku locations generate annual sales between $2.8 million and $10 million, demonstrating the brand's profitability and strong customer demand.

Expanding the Brand and Future Opportunities

Marufuku Ramen is actively seeking franchise partners across the U.S. While the brand is open to all markets, colder climates such as the East Coast, Midwest, and Pacific Northwest are particularly attractive due to the high demand for ramen in cooler weather. The brand is already seeing strong success in Texas, California, and Nevada and is looking to expand into markets like New Jersey, Virginia, and Georgia.

Marufuku provides comprehensive support to franchisees, including real estate selection, design guidance from Japanese architects, and ongoing operational assistance. The brand’s meticulous approach ensures that each new location maintains the same high standards as the original Japantown location.

Keys to Success in Franchising

Carlos emphasizes that the most critical factor for success in franchising is involvement. Franchisees who actively engage with their business, invest in training, and maintain high operational standards see the best results. While investors can succeed, they must partner with strong operators who share the brand’s commitment to excellence.

Marufuku Ramen’s franchise support system ensures that franchisees receive the necessary tools and guidance. From initial discussions to opening day and beyond, the corporate team remains deeply involved to ensure consistency and success.

Conclusion

Marufuku Ramen presents a lucrative opportunity for aspiring franchisees looking to enter the restaurant industry with a strong, established brand. With a proven track record, exceptional product quality, and a dedicated support team, the franchise offers a compelling investment.

For those interested in learning more about Marufuku Ramen and potential franchise opportunities, visit CloseTheDeal.com and click on the “Contact Us” button. As always, be intentional and make today a great day!

Face Foundrie Franchise: Fearless Story - Michele Henry

ewell@closethedeal.com (ewell smith) — Mon, 24 Feb 2025 19:51:24 GMT

Michele Henry, founder of Face Foundrie franchise, reveals their formula for success.

Michelle touches on fear and overcoming challenges , especially in the context of taking the leap into entrepreneurship and avoiding analysis paralysis when starting a business. She emphasizes that starting is the hardest part and that many people hesitate out of fear of failure.

Michele Henry's 10 Close The Deal Mindset Success Quotes:

"The biggest challenge in business is actually starting. Overcoming analysis paralysis is the first step to success."
"Entrepreneurship is about taking the leap, even when you don’t have everything figured out."
"Mentorship and guidance are crucial—learning from those who’ve been there saves you time and heartache."
"Surround yourself with strong people who complement your weaknesses. Success is a team effort."
"Being an entrepreneur means eating, sleeping, and breathing your business—it becomes part of who you are."
"Every setback teaches you something. Learn from both what to do and what not to do."
"A business is only as strong as its culture. Make sure you’re building something you believe in."
"There’s no perfect moment to start—just start and adjust along the way."
"Business is about solving problems. If you’re facing a challenge, chances are others are too—find the solution and own it."
"Success is about consistency. Even after years in business, we’re still learning, growing, and evolving."

Interested in Face Foundrie franchise, contact Ewell HERE.

Close The Deal Podcast Player

Close The Deal Podcast - Your First Franchise Episode With Michele Henry

Founder - Face Foundrie

In this episode of Your First Franchise, host Ewell Smith interviews Michele Henry, founder of Face Foundrie. Michele shares her entrepreneurial journey, starting from her first business in fashion retail to building a successful beauty franchise. She discusses the challenges of entrepreneurship, the importance of mentorship, and the factors that make Face Foundrie a compelling investment opportunity.

Michele Henry’s Entrepreneurial Journey

Michele Henry's entrepreneurial journey began right out of college, inspired by her family's business in pool construction. Growing up in an entrepreneurial household gave her firsthand exposure to business operations, problem-solving, and the perseverance required to succeed.

Her first business, Primp, was a women's clothing boutique with an innovative pricing model where everything was under $100. Launched in 2010 with just $8,000 from each co-founder, Primp quickly gained traction, selling out of inventory within hours of opening. Over eight years, the company grew to generate $25 million in sales, serving over a million women.

After selling her share of Primp, Michele wasted no time in launching her next venture. Within minutes of selling her first business, she signed the lease for what would become Face Foundrie.

The Birth of Face Foundrie

Michele launched Face Foundrie in response to a personal challenge—dealing with hormonal acne after having her third child. She found that traditional spa services were expensive and had limited hours, making it difficult for busy individuals to access quality skincare treatments.

Face Foundrie was created as an accessible, modern alternative offering high-quality facial services, brow and lash treatments, and skincare products at an approachable price point. The brand was designed to be gender-neutral and welcoming to all customers, with a clean, inviting aesthetic and a signature scent that enhances the client experience.

The Face Foundrie Experience

Upon entering a Face Foundrie location, customers are greeted with a welcoming atmosphere, a signature scent, and a staff dedicated to excellent service. The business offers:

· Focused facials (40-minute treatments tailored to different skin needs)

· Advanced facials for more intensive skincare treatments

· Brow services including shaping and tinting

· Lash lift and tint services

· A range of skincare products that complement the treatments

With a high-end feel but accessible pricing, Face Foundrie provides a luxurious yet affordable skincare experience, filling a gap in the market for professional, non-medical facial treatments.

Franchise Investment & Business Model

Michele explains that Face Foundrie’s franchise model is ideal for owner-operators who want to be actively involved in their business. While franchisees don’t need a background in aesthetics, they should be engaged community members who understand local marketing opportunities.

The investment details include:

· Initial investment range: $334,000 - $670,000

· Retail footprint: 1,200 - 2,000 square feet (ideal size: 1,500 sq. ft.)

· Average Unit Volume (AUV): $852,000 for stores open 12+ months

Unlike some franchise opportunities that allow absentee ownership, Face Foundrie thrives with hands-on owners who can build strong community relationships and drive local engagement.

The Power of Branding & Marketing Support

Face Foundrie provides robust marketing support for its franchisees, leveraging a multi-pronged approach that includes social media, local partnerships, and digital marketing. The company’s in-house creative team helps franchisees maintain brand consistency by providing marketing collateral, graphics, and social media assets.

Michele highlights that franchisees receive hands-on support, ensuring that they can effectively promote their business without having a background in marketing.

Growth & Expansion Strategy

Since its launch in 2019, Face Foundrie has experienced rapid growth. The franchise started franchising in 2021 after refining its business model and processes. Currently, the company has 55 locations open, with plans to reach 80 by the end of the year and 150 by 2027.

Many franchisees are multi-unit owners, further demonstrating the success and scalability of the business. The brand strategically places locations near complementary businesses such as health-conscious restaurants (e.g., Sweetgreen) and fitness or wellness-focused retailers (e.g., Lululemon).

The Ideal Franchisee

Michele emphasizes that selecting the right franchisees is crucial for the brand’s long-term success. The ideal candidate is:

Passionate about the beauty and wellness industry
An engaged community member who can build strong local relationships
Not necessarily an esthetician but someone willing to lead a team of professionals
·Committed to following Face Foundrie’s systems and best practices

The company also encourages prospective franchisees to speak with existing owners, attend discovery days, and thoroughly review the Franchise Disclosure Document (FDD) to ensure alignment with their goals and expectations.

Advice for Prospective Franchisees

Michele offers valuable advice to those considering franchise ownership, regardless of the brand:

1. Understand the Franchisee-Franchisor Relationship: A franchise is a long-term commitment, much like a business partnership or marriage.

2. Do Your Homework: Review the FDD carefully, ask questions, and ensure you understand the financials and operational expectations.

3. Speak with Existing Franchisees: Learning from current owners will provide insight into the day-to-day operations and overall business experience.

4. Find the Right Cultural Fit: It’s not just about financials—it’s about joining a community and brand that aligns with your values and interests.

Conclusion

Face Foundrie is an exciting franchise opportunity in the beauty and wellness industry, offering a scalable, high-demand service with strong unit-level economics. With continued growth, a dedicated support system, and a commitment to community engagement, Face Foundrie presents a compelling investment for entrepreneurs looking to enter the franchise space.

For more information on Face Foundrie or to explore franchise opportunities, visit YourFirstFranchise.com . Interested individuals can also receive a free copy of Your First Franchise Roadmap, a book written by Ewell Smith to help aspiring franchisees navigate the industry.

Final Thoughts

As Michele and Ewell wrap up the conversation, they discuss the possibility of bringing Face Foundrie to New Orleans. With its proven success, growing national presence, and ongoing innovation in skincare services, Face Foundrie is poised for continued expansion, making it an attractive opportunity for motivated franchisees.

Force Multipliers: How To Scale Purpose: Eric Thompson

ewell@closethedeal.com (ewell smith) — Tue, 18 Feb 2025 00:43:19 GMT

How To Leverage Your Force Multipliers - Peace, Purpose and Process with Eric Thompson - Founder of Liftt Leadership / CMO of Snooze Mattress Co.

Eric Thompson's 10 Close The Deal Mindset Success Quotes:

"When you break bread, that's just such a sacred act."
"It's never the food, it's who you're eating with that determines the quality of the meal."
"You have mentors, and you have 'tour-mentors'—both teach you valuable lessons."
"Passion is critical, but it's not scalable. You scale through purpose."
"Entrepreneurship exposes you for who you are—there’s no escaping that."
"If you lack self-awareness, you’re living under other people’s priorities."
"Gratitude is the bridge between your lower self and your higher self."
"Give me five to seven force multipliers—let me pour into them, and good things will happen."
"Know yourself, master yourself, and do the work—because awesome ain't easy."
"Peace, purpose, and process—when you align with your purpose, you can move mountains."

Learn more about Eric Thompson:

LinkedIn

Instagram

Close The Deal Podcast Player:

Close The Deal Podcast With Eric Thompson

Force Multiplier Effect: Mastering Purpose, Leadership & Self-Improvement

Introduction: The Power of Leadership & Purpose

In this episode of Close The Deal Podcast, host Ewell Smith welcomes Eric Thompson, founder of Lift Leadership and CMO of Snooze Mattress Company. Beyond his roles in business and franchising, Eric is deeply passionate about leadership, personal development, and helping individuals unlock their full potential.

This conversation revolves around self-mastery, the power of purpose, and the mindset required to multiply success in business and life. Eric shares insights from his years as an executive coach, entrepreneur, and franchise leader, emphasizing the force multiplier effect—the ability to create exponential impact by leveraging the right people, mindset, and strategies.

Breaking Bread: Business, Relationships, and Success

One of the first insights Eric shares is the significance of breaking bread with others. When asked where he takes people to “close the deal,” Eric explains that it’s not about the location or the meal—it’s about the company.

“It’s never the food, it’s who you’re eating with that determines the quality of the meal.”

He references a bit from comedian Chris Rock, who has dined with kings and eaten from street vendors, noting that the quality of the meal is dictated by the people around you, not the food itself.

Eric emphasizes that in business and leadership, success is built on relationships, trust, and meaningful connections. He believes that the ability to build a strong network of force multipliers is one of the greatest advantages an entrepreneur can have.

Mentors vs. Tour-Mentors: Learning From Every Experience

Eric introduces a compelling concept:

“You have mentors, and you have ‘tour-mentors’—both teach you valuable lessons.”

While mentors guide and inspire, tour-mentors (tormentors) push you through difficult challenges, forcing you to grow. Eric explains that both are necessary for success. The hardships and obstacles created by tough bosses, failed business ventures, and personal setbacks shape resilience, adaptability, and growth.

He credits his friend and NBA coach Joseph Blair, who taught him that everyone is a teacher—every interaction holds a lesson if you’re open to learning. Approaching life with curiosity rather than fear or judgment allows for faster growth and deeper insights.

The Lift Leadership Framework: Five Pillars of Self-Mastery

Eric shares how his experiences in executive coaching, education, and franchising led him to develop Lift Leadership, a program designed to help people master themselves, grow as leaders, and multiply their impact.

1. Self-Awareness

The most significant gap in leadership is often a lack of self-awareness.

“If you lack self-awareness, you’re living under other people’s priorities.”

Entrepreneurs and franchisees must deeply understand their strengths, weaknesses, and values to make decisions that align with their true purpose.

2. Self-Compassion

High achievers often have an intense inner critic. To grow, one must develop self-compassion and accept both strengths and weaknesses.

“Gratitude is the bridge between your lower self and your higher self.”

Practicing daily gratitude and self-reflection can help reframe negative experiences, shifting from self-judgment to self-growth.

3. Self-Care

A leader’s emotional and physical well-being is essential to success. Eric believes that entrepreneurs must create the conditions for growth, which includes rest, mindfulness, and personal development practices.

4. Power Base (Force Multipliers)

Instead of traditional networking, Eric focuses on building a small, powerful network of force multipliers—high-value connections that amplify success through mutual support.

“Give me five to seven force multipliers—let me pour into them, and good things will happen.”

5. Emotional Regulation & Growth Mindset

Success in business and life requires the ability to regulate emotions, maintain perspective, and navigate setbacks without being hijacked by negativity.

“Entrepreneurship exposes you for who you are. There’s no escaping that.”

Through mindset mastery, breathwork, and intentional habits, leaders can cultivate resilience and focus.

Tactical Strategies for Self-Mastery & Success

Eric shares two daily practices that help individuals develop self-mastery and mental resilience.

1. Cold Exposure & Ice Baths

Eric discusses the mental and physical benefits of cold exposure, referencing insights from health expert Gary Brecka.

“Doing something hard first thing in the morning sets the tone for the rest of your day.”

Cold plunges force individuals to embrace discomfort, training them to push through resistance and take control of their mindset.

2. 4-7-8 Breathing Technique

Another tool Eric emphasizes is deep breathwork, particularly the 4-7-8 breathing technique, which:

✅ Calms the nervous system
✅ Reduces stress and anxiety
✅ Enhances focus and clarity

“Breathing is the first thing and the last thing you do. It’s your lifelong companion.”

Practicing controlled breathing improves emotional regulation, decision-making, and resilience—all essential skills for leaders and entrepreneurs.

Peace, Purpose, Process: The Secret to Scalable Success

Eric introduces the “Peace, Purpose, Process” framework, which serves as a guiding principle for success.

Peace – Achieving inner clarity and emotional stability.
Purpose – Aligning actions with deep, meaningful goals.
Process – Executing consistently to drive long-term success.

“When you align with your purpose, you can move mountains.”

Eric believes that entrepreneurs must balance execution with vision, ensuring that every action contributes to a greater mission.

Steve Gleason: The Ultimate Example of Purpose-Driven Leadership

Eric shares an inspiring story about Steve Gleason, former NFL player for the New Orleans Saints who was diagnosed with ALS. Despite his physical limitations, Gleason continues to create massive impact, changing policies and improving lives through his No White Flags Foundation.

“Steve is still here today because of his deep connection to purpose.”

His journey is a testament to the power of resilience, purpose, and the force multiplier effect—one person’s mission can change the world.

Final Takeaway: Master Yourself, Multiply Your Impact

When asked for his final advice, Eric delivers a powerful message:

“Master yourself, align with your purpose, and do the work—because awesome ain’t easy.”

Success isn’t just about skills or talent—it’s about self-awareness, consistency, and purpose-driven action.

Overcoming Chaos: Parenting, Work & Well-Being: Dr. Kate Lund

ewell@closethedeal.com (ewell smith) — Thu, 13 Feb 2025 14:48:55 GMT

Life, work, kids, you name it - it can be overwhelming at times. Dr. Kate Lund, clinical psychologist and resilience expert, shares how to turn chaos into calm.

Dr. Kate Lund's 10 Close The Deal Mindset Success Quotes:

"Managing your stress response is essential—quieting your central nervous system serves as a powerful foundation for everything that comes next."
"If we’re going through life already escalated, and a challenge hits, we escalate to the point of shutdown. We’re not going to be able to function in our own right or be there fully for our kids."
"Finding the balance that works best for you is key. Connecting with people in real time is vital, but it has to fit your own context."
"There is no one-size-fits-all. But setting small, intentional changes in motion can have a huge impact over time."
"We need to be intentional about prioritizing self-care and create a rhythm that works for us. If we don’t, it’s easy to get lost in everything else."
"As parents, as people, we can get micro-focused on challenges. But we also need to take a concerted effort to focus on what is going well."
"Flexibility, optimism, and gratitude are essential because things don’t always go as planned, but how we respond makes all the difference."
"Having a strong support network, whether in parenting or business, is crucial. We weren’t meant to do this alone."
"I wouldn’t have waited so long to start certain things—like writing a book or launching a podcast. I held myself back longer than I should have."
"Small changes, done consistently, have a big impact. You don’t have to go from A to Z all at once."

Learn more about Dr. Kate Lund's services:

https://www.katelundspeaks.com/

Connect with Dr. Kate Lund

https://www.linkedin.com/in/kate-lund/

Close The Deal Podcast WithDr. Kate Lund

Clinical Psychologist and Resilience Expert

Show Notes for Dr. Kate Lund

ewell smith

Disruptors, we've got a special episode with Dr. Caitlin and everybody's life is busy. professionals, entrepreneurs, just trying to balance every aspect of our lives between kids, going to school, raising the kids, bringing them to school, going to work, keeping your business running and then coming back and adjusting to life. And that's what we're going to talk about with Dr. Kate London today. I want to welcome you to the show. You're coming from Seattle, Washington. ah Glad to have you.

00:36.19

Dr. Kate

Well, thank you so much. I really appreciate it. This is great.

00:39.64

ewell smith

And yeah you've got a great background. We're going to touch a little bit on your early background in a moment ah from your time with the White House, which is fascinating to me. ah But before we get to that, you are that what describe what you do, youre you're your practice.

00:56.83

Dr. Kate

Sure. So I'm a, I'm a clinical psychologist and an author. And that's what I've been focusing on for the past 20, 22 years.

01:06.25

ewell smith

OK.

01:06.65

Dr. Kate

And it's been it's been great. It's been a great journey.

01:10.83

ewell smith

So you as an, as your own practice, you are an entrepreneur in and of yourself. And a lot of people are solo producers. I have small practices and my dad was a dentist. He had his practice. Uh, what it was, when you say, this is always the fascinating part for me is people, whenever they're starting out, there's always the challenges of getting going. What was the biggest challenge you had getting, cause you made a career transition.

01:38.09

ewell smith

And we're talking about when wait what why, but you started this practice.

01:38.50

Dr. Kate

Yes.

01:43.21

ewell smith

What was the biggest challenge you had getting it going?

01:46.14

Dr. Kate

Right. That's a great question. And certainly there were challenges. And so the career transition came a little bit before the the challenges, but we can touch on that later if you'd like. The challenge for me getting started, to be honest. So I was in Boston and did all my training in Boston. Really, really fortunate. Had some great opportunities with Harvard Medical School and the hospitals affiliated with them, and it was just awesome.

02:12.69

Dr. Kate

I loved it. And then my husband got transferred away from Boston. And so there was kind of a, hmm, how's this going to evolve type of question? And so that was the first challenge of really getting going because I would have stayed in Boston for for quite a while longer, right? So that was the first thing, but you know, it all evened out. I moved to Connecticut with him. I did my postdoctoral training at the University of Hartford.

02:41.15

Dr. Kate

and thought that I was on the runway right to to get going. um And then we were really, really blessed. We were fortunate. Our twin boys were born right after I finished my postdoc at the University of Hartford. And there again, I was on the runway a little time off. It was going to be great.

02:59.85

Dr. Kate

And then my husband got transferred again. And so there was that piece of how's this going to work, you know, and, you know, looking back, it it all worked out fine.

03:09.97

Dr. Kate

And in those times it was working out okay. But there was always that pull like, wait, I want to really establish my career.

03:16.40

ewell smith

Mm hmm.

03:17.01

Dr. Kate

I want to establish as a professional, my professional identity, you know, all of that. But, you know, there was flexibility, there was pivoting involved and,

03:27.92

Dr. Kate

You know, it, it was just perhaps not the direction I had envisioned up front, but you know what?

03:34.92

ewell smith

Yep.

03:35.38

Dr. Kate

Things have evolved in a really cool way over time. And we moved about five or six more times within that, you know, right, right after that.

03:42.39

ewell smith

Wow.

03:43.54

Dr. Kate

So I think that in a nutshell, this is a long way of saying my biggest challenge was all of my husband's job transitions and moves and how my career development fit into that.

03:57.54

ewell smith

Yeah, that's a journey in itself.

03:57.60

Dr. Kate

Um, yeah.

03:59.83

ewell smith

Try to figure that out. and in It is never a straight line.

04:03.15

Dr. Kate

Right. I mean, you' right. It's never a straight line. I mean, that's, that goes without saying, I just feel like there were maybe a few more squiggles in the midst here because, you know, my, you know, kind of establishing that professional identity, um, was really is, was, and is still continues to be really important to me.

04:24.42

Dr. Kate

And it was just a lot of pivoting and flexibility involved.

04:24.48

ewell smith

yeah

04:27.10

Dr. Kate

And as I look back, a lot of great times too. I mean, I had, I was basically single parenting my first three years as a mom because Ted was on the road six days a week.

04:39.01

Dr. Kate

And the boys and I had a great time. It was exhausting. It was stressful. It probably was the catalyst for my focus on resilient parenting.

04:47.68

ewell smith

Yeah. Yep.

04:49.87

Dr. Kate

But, you know, it all, it all comes full circle eventually. and We can connect the dots.

04:55.86

ewell smith

You know, and that and and that's what we'll delve into is the resilient parenting piece. Now, and I wanted you to share that piece because that kind of shares, you know, yeah definitely laid the groundwork for what you do today.

05:10.51

ewell smith

um But in that process, you didn't start there.

05:10.62

Dr. Kate

Right.

05:15.84

ewell smith

And I want to first ask you, before we go back to the White House piece, I want to bring that up, but who or what, who or what,

05:20.07

Dr. Kate

think

05:24.90

ewell smith

you know what was What influenced you? Who he who are what are you grateful for today along to get you where you are right now?

05:33.11

Dr. Kate

Right. to give Well, to get me to where I am right now, you know I'll go way back to my childhood. you know it Really grateful for my parents, grateful for their support, helping me through some some challenges as a child. I had a medical condition that that had to be dealt with early on, and you know that really dealing with that in the way that they dealt with it and helped me to deal with it really was a catalyst for the direction that I was able to go.

06:00.35

Dr. Kate

So their support was pivotal. pivotal And now, you know, I'm grateful for my husband, I'm grateful for my boys, um you know, really as my foundation, you know, my foundation for enabling all of this to have happened in in the way that it's developed.

06:07.55

ewell smith

Yeah.

06:18.35

ewell smith

Well, that's, and I appreciate that for sure. I think that's all the case for a lot of people is their family that roots them, drives them to do to to do what they do. But your career didn't start out that way. Your career literally started as an intern at the White House, which we've talked about prior. um And you were in the media section helping communications and so forth. Why the shift?

06:43.07

Dr. Kate

Yeah, you know that's that's a great question you'll and you know, I had a ah concentration in journalism along with my psychology major in college and I had this really great opportunity to do an exchange program with American University when I was a senior in college and And as part of that, we had to apply for internships in Washington, D.C.

07:04.42

Dr. Kate

And I was really fortunate to get one at the White House ah early on in the Clinton administration and super cool experience.

07:07.48

ewell smith

That's amazing

07:12.32

Dr. Kate

I absolutely loved it. And while i I was kind of sure that I was going to go back to graduate school at some point, I knew that when I graduated from college, i I wasn't going to go right to graduate school. And so this experience in Washington was so cool. I loved it. I loved being at the White House. I loved the opportunities that afforded me.

07:34.10

Dr. Kate

And I knew I wanted to live in D.C. at least for a while. And so that is what I did. But I also learned while at the White House on the White House lawn at four in the morning.

07:45.34

Dr. Kate

helping set up chairs for the media or an event that was coming up. Broadcast wasn't probably going to be the right um area for me, a little bit too intense, a little bit too much kind of hair makeup early in the, you know, it just, it was a bit. And so I knew there had to be another angle. So when I moved back to Washington, I got into, um, Marketing and public relations for some of the for PBS the learning channel discovery that sort of thing through an agency It was a great great experience, but there was always this underlying pull like I love what I'm doing, but

08:23.69

Dr. Kate

And so ultimately after Ted and I got married, we moved to Boston, did the PR and marketing thing for another year with um some brands, other brands, Ronzoni Pasta, Chase Corporate Challenge, which was really fun, by the way, because I got to travel around the country with spokespeople for the Chase Corporate Challenge.

08:39.62

ewell smith

yeah

08:45.86

ewell smith

Mm-hmm.

08:46.07

Dr. Kate

And it was super fun. You know, these, they were runners. They were really, really cool people.

08:49.28

ewell smith

Yeah.

08:51.41

Dr. Kate

but there was still that, that pull.

08:52.84

ewell smith

Yeah, fine.

08:53.71

Dr. Kate

And, um, you know, there was, there was a point in time where we were setting up for an event and some of my colleagues got in a fight in a grocery store about the position of the pasta box on the shelf.

09:05.28

ewell smith

Hmm.

09:08.36

Dr. Kate

And I just couldn't quite, I couldn't quite get there. So it was at that point that I decided, okay, I'm going to apply to graduate school and I'm going to move in this direction of becoming a psychologist and the rest is history.

09:20.95

ewell smith

Wow, you and I share that to that degree. yeah But I didn't have the direction. I defaulted to a psychology degree at LSU, as I was supposed to be pre-med. And I knew that wasn't going to happen real quick. I figured that out. And then my psychology degree didn't prepare me for much at the time. Later in life, i really came it's coming very helpful. but Coming out straight out of college was not knowing what you want to do. It just kind of left me wondering. But what you talked about was good, because so many people do something they don't enjoy, or they have the butt, but they don't do anything about the butt. You know, they just keep going through it and realize 20 years later, they're like oh my gosh, I've just spent 20 years doing something I really

10:10.47

ewell smith

And I showed that it was useful or helpful to my life, fulfillment to the fulfillment part of my life.

10:17.90

Dr. Kate

Right, and that's such a great point, right? That's such a great point and yeah, sometimes those 20 years do go by and You know, it's it's it's a hard thing. And so finding that, that why, that thing early is really, really helpful.

10:31.68

ewell smith

Yeah, it's helpful.

10:34.07

Dr. Kate

But, you know, yeah, really, really helpful.

10:36.03

ewell smith

It's never too late. It's never too late. It's never like turning around and pursue that, that scratch that itch.

10:38.84

Dr. Kate

That's so funny. I was about to say that.

10:44.40

ewell smith

I say, you know, figure out what it is that you've always wanted to do. Maybe it's time to do that. Now let's shift gears one more time. Cause I was, I just found your background really cool.

10:54.53

ewell smith

Cause we shared some commonalities there. Uh, talking about other people we knew, um,

10:59.85

Dr. Kate

Yes.

11:01.95

ewell smith

But today, your your role, the problem that you solve is you help parents who are very busy with their lives and their businesses and their work balance all this so so that they're resilient.

11:15.84

Dr. Kate

yeah

11:17.74

ewell smith

And I think there's more distractions now I can't imagine, you know, I'm not a parent, but I look at my parents, what they went through with me. And then I look at a parents, what they go through today with kids, with cell phones, these things right here, cell phones and everything else. I just cannot imagine the demands, the concerns, all the things that happen. And that's how you coach and help people with your practice. Let's unpack that. And, you know, how do you help people in that area?

11:51.48

Dr. Kate

Sure. Yeah, that's that's a great question. And thank you for that question. it's it's It's complex. I mean, there's no one size fits all, right? But we always have sort of a ah go-to, a structure that we we work from. And then we tailor according to you know each client's specific needs. But the first thing that I work with people on that I teach them the value of is this idea of managing your stress response.

12:18.24

Dr. Kate

So what that means is essentially quieting your central nervous system.

12:20.85

ewell smith

Mm hmm. Mm hmm.

12:23.47

Dr. Kate

And that is really essential and serves as a powerful foundation for everything that comes next, right? Because if we're kind of going through life escalated already at like this point and then a challenge hits, boom, we're going to escalate to the point of literal shutdown and then

12:36.63

ewell smith

the

12:43.75

Dr. Kate

We're not going to be able to function in our own right. We're not going to be able to be there fully for our kids, the whole thing. So finding a way to quiet our central nervous systems for all of us, and this actually applies like across domains you know beyond just parenting, of course, is essential. And so I work with a technique um developed by this physician in Boston. He's sadly ah no longer alive, but Herbert Benson and the relaxation response.

13:12.76

Dr. Kate

Essentially, it's so simple. you know We just have folks focus on a word or a phrase that they find soothing and breathe.

13:21.30

ewell smith

the

13:21.47

Dr. Kate

Get into a rhythm, a habit of doing this five to 10 minutes in the morning five to 10 minutes in the in the evening, serving as placeholders on each side of the day.

13:33.05

Dr. Kate

And after time, that really serves to create a modulated stress response so that your baseline is down here so that when a stressor hits, you can sort of roll with it, ebb and flow with it.

13:47.24

Dr. Kate

So that's the first thing, really, really key. Other ways of doing this, of course, and we can talk through them with with the clients,

13:54.97

ewell smith

the

13:55.68

Dr. Kate

But that's really the go-to for me. um And then you know helping folks to prioriti prioritize self-care beyond that. um We want them to cultivate a sense of self-awareness within that. What do they need to be caring for themselves fully? um So those is those are the first couple things that we really focus on at the beginning of our work.

14:22.83

Dr. Kate

And then there's this idea of you know the importance of having a strong support network around us. We think about that in relation to each person's unique experience. We want them to be appreciating their own unique context, not comparing themselves to what other people might need, but creating a strong network which fits their context and which works for them. Because we know in all the research states that having that level of social support is gonna help us to move through and beyond challenge when it comes up.

15:01.04

ewell smith

And you're talking about that from a personal side and a business side? Because I can certainly see it from a business side, right? You're trying to accomplish whatever it is, X. You're going to surround yourself with people who know how to do X. But you're talking about from a parenting side, too. How does that work?

15:17.97

Dr. Kate

Yeah, absolutely. So both sides, you know, if the parent is, a Business owner and entrepreneur and corporate corporate whatever, you know, we want to have that business side covered But yeah, we're talking largely from a personal side, you know um joining ah You know like a book club or making sure that you're connecting with old friends at least a couple times a month um you know, maybe setting up a dinner with other moms or other dads or

15:29.15

ewell smith

Mm-hmm.

15:51.81

Dr. Kate

you know, going out with another couple in the evening, you know, for dinner on a Saturday night, even though you're tired and you're feeling run down from the chaotic weekend with the kids or everything else you've got going on.

16:05.64

Dr. Kate

Carving out that time to connect with other people in real time is really vital because, as you know, as we've talked about, we've got this cell phone situation going on, right?

16:10.73

ewell smith

Uh-huh.

16:17.53

Dr. Kate

And we can feel like we're connected. but we're really not connected. And to have that real time support is very, very powerful.

16:23.72

ewell smith

Yeah.

16:28.45

Dr. Kate

And I work with people on sort of reflecting back on the times in the year or the week or the month or whatever in their life where they haven't had that level and then going out and having a lunch or a dinner or going to a book club or connecting with like-minded people around a hobby or an art class or there's so many different possibilities for doing this.

16:53.45

Dr. Kate

No one size fits all, but so important to do.

16:53.64

ewell smith

Yeah.

16:57.34

ewell smith

That's so easy. I mean, I can look at my wife and I, right? I mean, she does a lot of events in my career at the point where I was doing lots of events. The last thing we wanted to do on a weekend if we didn't have an event was to go to an event or go to dinner with other people.

17:13.43

ewell smith

We just wanted to chill. But but there um there comes a point where you have to do that. You have to connect with others. That's not just about business.

17:22.67

Dr. Kate

Exactly.

17:22.74

ewell smith

Yeah.

17:23.27

Dr. Kate

Exactly. And so in going to the events that you're talking about, you're yes, you're definitely connecting. So you're you're in ah in a better space than if you were sitting home that whole week and not connecting at all.

17:36.38

Dr. Kate

But yeah, connecting on that other level can be very powerful. Within the context of of what's working for you, like if you're really, really exhausted from a week of work or a week of events, yeah, absolutely.

17:44.22

ewell smith

Right. Sometimes you need to ah break too.

17:50.47

Dr. Kate

Yeah, I'm not advocating for like being out all the time. This is just particularly if you're you know if if you're on the other side of that that coin, so to speak.

18:00.82

ewell smith

I've been on the other side of the coin.

18:01.04

Dr. Kate

18:02.50

ewell smith

I was like, that's just times where I just want to just be all, you know, we just did so much of it, but you got to find that out.

18:10.09

Dr. Kate

Absolutely. and And again, right, it's finding the balance that works best for you. And, you know, it can be quick snippets of connecting, but that's yeah, that's really important. And then, you know, helping folks to embrace this idea of flexibility, optimism, gratitude, really important, because as parents, as people, you know, across domains, we can really get micro focused on the challenges.

18:26.39

ewell smith

Uh-huh. Mm-hmm.

18:39.03

Dr. Kate

And don't get me wrong, the challenges need to be managed, they need to be moved through and beyond. But we also need to really um take time concerted focus to focus on the things that are going well, and not just the challenges.

18:56.42

Dr. Kate

And so I work with folks on setting aside a time during the day, maybe at lunch, maybe in the evening, maybe in the morning, jotting down three to five things that went well, either the day before or on a good day, and you know, kind of fosters gratitude, fosters a sense of optimism, kind of helps folks to see

19:09.90

ewell smith

it.

19:21.05

Dr. Kate

what has gone well and move beyond and so neutralize that lens because you know human nature can focus us on the negative really fast and really easy, especially given you know everything we're hearing out there in the world. So that's a really important practice.

19:37.83

ewell smith

wow Anything else you want to hit on? buckka these these ah These are great. i mean ah The prioritizing self-care thing is also really important. It's so easy for us. I'm kind of going back a step here.

19:53.52

ewell smith

That one is interesting to me because it's so easy just to get complacent. I mean, both for the physical, mental and the spiritual piece, all all those pieces that we could focus. It's so easy to get lost in the work and let that medicate other areas of our lives to the point it's detrimental to our other parts of our lives.

20:18.56

ewell smith

you know

20:18.67

Dr. Kate

so true so true and it's really being intentional about carving out that time for that health care and creating a routine, a rhythm that works for you.

20:25.78

ewell smith

Yeah.

20:30.81

Dr. Kate

And again, there's no one size fits all, right? But it's important to figure that out.

20:34.42

ewell smith

Yeah. and And I think it's really fascinating because what the way you opened it was talking about setting the baseline of stress lower because it's so easy to start the day amped up or being waking up stressed about something, then the smallest thing is there going to become a big issue and it's really not even a big issue. So you help people unpack these in detail but through in-depth in-depth conversations um and walk them through this process.

21:14.85

ewell smith

what What happens next after you after you've coach people through these steps? Because, I mean, ah these are all make sense, you know, setting the baseline for the stress, prioritizing the self-care. Okay, yeah, you're out of tilt here. Let's look at this area. Building that this that network and the community of friends or others of common interest.

21:41.06

ewell smith

focusing on the right things that you touched on. what How do you cultivate this and nurture this going forward with others?

21:49.27

Dr. Kate

Yeah. And so that's a really good question, right? And that's a really important piece because we want all of these things to be integrated over time so that folks are kind of operating from this place of a resilient mindset. You know, we're not looking at resilience as just moving through like a singular challenge. It's more of having this resilient mindset plugged in so that that's where we're operating from.

22:19.33

Dr. Kate

And it takes time and it takes practice. And so, you know, we might encourage folks to journal, to really think through, you know, the shifts, the changes that they're making.

22:32.24

Dr. Kate

um You know, we encourage folks to be flexible in making these shifts because it takes time to form new directions, new habits, that sort of thing.

22:38.64

ewell smith

yeah

22:41.75

Dr. Kate

So, you know, and we can, yes, very, very intentional.

22:43.20

ewell smith

It's very intentional too.

22:46.74

ewell smith

I think that's what the key is here is you really help people that's so obvious when somebody else points it out to you. But when you're in the middle of it and if your life is kind of turmoil and your work is turmoil and you're trying to make sense out of it, it's hard to make sense for anybody.

22:55.86

Dr. Kate

Yes.

23:07.51

ewell smith

while they're in the storm. They cannot see everything that's swirling around them. That's what you help. You can see it from the outside in. And so for asking them questions, drawing out information, and providing clari giving them a sense of pathway to clarity so they can see but they where they should be.

23:29.71

ewell smith

How they can start turning things around and make it better to find that balance and find that resiliency so they can continue to move forward. mess Am I kind of summarizing that all right?

23:36.29

Dr. Kate

Exactly. That is perfect. That's spot on. And then, you know, really encouraging folks to understand that small changes, you know, have a big impact and we don't have to go from A to Z all at once, you know, it's those small changes.

23:48.13

ewell smith

Yeah.

23:54.44

Dr. Kate

consistency in making those shifts and helping them to see that and appreciate that so that they're not beating themselves up for the process taking taking time because that's that's the reality it takes time.

24:08.31

ewell smith

Yeah, I think everybody needs that kind of coaching. I mean, there's a reason why a basketball player has a coach. They never get better. They never get better if they don't have coaching.

24:19.04

ewell smith

That's the same thing for life, same thing for business. so It applies for everything. And you help bring that level of clarity. Before I go to how people can find you, because I think this is a great place to to land this.

24:31.65

Dr. Kate

Yeah.

24:31.80

ewell smith

um If you were to do things over, What would you have done differently? Maybe that's a question I haven't asked a while. What would you do differently? And how would you apply that to help others today?

24:48.32

Dr. Kate

Wow, that is such a great question. And I think about that. I reflect on that um quite frequently. And I honestly, I spent a long, long time um doing more traditional clinical work, one-to-one, you know, uh, clinical work.

25:09.19

Dr. Kate

And while I love that, uh, I, I would have started this angle on things earlier. I would have built this piece of my workout earlier than I did is, is what I will exactly to reach more people, help more people.

25:22.64

ewell smith

reach more people. Yeah.

25:27.87

Dr. Kate

Um, absolutely. I would, I would, You know, and I would not, um, you know, I would not wait so long to start certain things like writing a book or, you know, starting a podcast or these things.

25:42.28

Dr. Kate

I wouldn't wait quite so long because I was worried about the technical aspects or would it work out or what have you.

25:48.92

ewell smith

Yeah.

25:49.56

Dr. Kate

I wouldn't have held myself back quite so long.

25:52.33

ewell smith

Yeah, I think a lot of people get stuck on in the perfection part instead of it prevents some perfectionism prevents but progress. And they just don't, take they don't take any steps.

26:01.41

Dr. Kate

Yes.

26:03.23

ewell smith

They freeze up and they stay stuck.

26:06.30

Dr. Kate

Right.

26:06.37

ewell smith

So let's get some people unstuck if they're stuck.

26:09.39

Dr. Kate

fifth

26:09.56

ewell smith

I don't listen to this hopefully. And how how can people reach out to you? How can they connect with you? What's the best way?

26:16.03

Dr. Kate

Sure. So my website is a great way, which is katelundspeaks dot.com. So that's a great one. And LinkedIn is the is the other but good one. i'm I'm very active on LinkedIn.

26:27.97

ewell smith

Fantastic. Well, I'll have your links on on the landing page for your show. And kate yeah to Dr. Len, I appreciate your time today. This has been fantastic. ah You and I speak the same language.

26:39.40

ewell smith

Oh, my gosh. I can ah feel like i feel like we've known each other for 20 years. So I really appreciate it.

26:45.17

Dr. Kate

yeah Isn't that fun? Thank you. Thank you so much for having me. This has been great.

26:49.76

ewell smith

ah Thank you. All right.

The HVAC Gold Rush: Why Entrepreneurs Are Striking It Rich

ewell@closethedeal.com (ewell smith) — Wed, 12 Feb 2025 20:42:14 GMT

I've seen trends come and go in the franchise world, but the current HVAC boom is unlike anything I've witnessed before. It's not just about fixing air conditioners anymore - it's about tapping into a goldmine that's attracting everyone from doctors and lawyers to private equity firms. Let me break down why this once-overlooked indudustry is now the hottest tickets in town.

The Perfect Storm of Demand

Think about it - every home on your block is a potential customer. And these days, with extreme weather becoming the norm, HVAC isn't a luxury; it's a necessity.

I remember when my AC went out last August - right in the middle of the hottest, most humid month of the year for New Orleanians. My wife gave me that look that said, "Fix this now, or we're checking into a hotel." That urgency is what's driving this market through the roof.

But it's not just about emergencies. The aging housing stock in America means more repairs, more upgrades, and more opportunities for savvy entrepreneurs. Add to that the fact that younger generations are more likely to call a pro than DIY, and you've got a recipe for sustained growth.

Why the Big Players Are Jumping In

You might be wondering why private equity firms are suddenly so interested in Bob's AC Repair down the street. It's simple - they see the potential for massive returns. These firms aren't just buying individual businesses; they're looking to create empires.

I've seen small operations with just one or two trucks turn into multi-million dollar enterprises in a matter of years. It's all about scaling. When a private equity firm can take a mom-and-pop shop, inject it with capital, streamline operations, and replicate that success across multiple locations - that's when the real money starts rolling in.

The Franchise Advantage

Now, here's where it gets really interesting for aspiring entrepreneurs. Franchising is changing the game entirely. You don't need to be a seasoned HVAC technician to get in on this. In fact, some of the most successful franchise owners I've worked with had zero experience in the field.

I like to use a football analogy. Starting a business from scratch is like getting the ball on your own 20-yard line. You've got a long way to go, and you're going to face a lot of obstacles. But with a franchise, you're starting in the red zone. You've got a proven playbook, established systems, and a team of experts backing you up.

This is why we're seeing professionals from all walks of life jumping into the HVAC world. They're not there to check the electric circuits; they're there to manage and grow a business. And with the right franchise model, they can hit the ground running in just a few months.

The Tech Factor

Now, you might be thinking, "But what about AI and automation? Aren't they going to disrupt this industry?" Here's the truth - HVAC is what I call "AI-proof." No robot is going to climb into your attic to fix your furnace anytime soon.

That said, technology is playing a huge role in making these businesses more efficient and profitable. Smart scheduling and predictive maintenance - these are the tools that are helping HVAC companies scale like never before. It's the perfect blend of high-tech and high-touch service.

The Road to Success

If you're considering getting into this industry, there are a few key things to keep in mind:

First, do your homework. Not all franchises are created equal. Look for ones with solid systems and processes in place. If a company has been stuck at two or three trucks for years, that's a red flag.

Second, understand that you're investing in a business, not buying a job. Your role is to manage and grow, not to be the chief technician. This is a crucial mindset shift for many entrepreneurs.

Third, cultural fit is key. When evaluating franchises, dig deep into their values and leadership. You're entering a long-term partnership, so make sure it's one you're comfortable with.

The Future is Bright (and Climate-Controlled)

Looking ahead, I see nothing but growth for the HVAC industry. Climate change isn't going away, and neither is our need for comfortable, energy-efficient homes. As technology continues to advance, we'll see even more opportunities for innovation and expansion.

The Wall Street Journal recently called plumbers and HVAC entrepreneurs "America's New Millionaire Class." From where I'm sitting, that's not hype - it's reality. This industry is solving real problems, providing essential services, and creating wealth in the process.

So whether you're a seasoned entrepreneur looking for your next venture, or a corporate professional dreaming of owning your own business, now might be the perfect time to consider the HVAC world. The gold rush is on, and there's still plenty of opportunity for those willing to roll up their sleeves and dive in.

Just remember, success in this field isn't about being the best technician - it's about being the best business owner. With the right approach, the right support, and a lot of hard work, you could be part of the next generation of HVAC millionaires. The opportunity is there. The question is, are you ready to seize it?

To learn more about HVAC franchise opportunities, set up free consultation call here.

Be intentional. Make today a great day!

Ewell

Certified Franchise Consultant

P.S. My franchise consultation services are completely free to you. Think of me as a matchmaker - just like an executive recruiter or real estate agent, I'll help you find the right opportunity at no cost. You've got options - I work with over 635 franchsie brands.

Two Free Gifts For You

I'd love to gift you a free copy of my new book - Your First Franchise Roadmap - visit www.YourFirstFranchise.com

2. With decades of marketing experience (marketed over $25 billion in seafood sales globally), I also provide a free Franchise Launch Marketing Masterclass to every franchise candidate that I work with. ($375 value) Set up a free franchise consultation call at https://calendly.com/ewell-smith/free-consultation

How Loyola University Launches Entrepreneurs: Sam McCabe

ewell@closethedeal.com (ewell smith) — Tue, 11 Feb 2025 00:07:13 GMT

As Program Director, Sam McCabe shares how New Orleans' Loyola University's Center for Entrepreneurship and Community Development launches start ups.

Sam McCabe's 10 Close The Deal Mindset Success Quotes:

"You can't do everything on your own."
"Who's on your team? Who’s on the bus?"
"Having empathy and understanding who your customer is—that’s something people often skip over."
"Entrepreneurship isn’t just about starting a business, it’s about problem-solving and executing solutions."
"You have to be incredibly thoughtful about your next steps to succeed."
"Don't give up on what you're passionate about."
"Everything in business, whether it’s music or startups, comes down to marketing yourself and your brand."
"We tore down business models and built them back up."
"If I had treated certain opportunities a little more seriously, things might have turned out differently."
"Lean into what excites you—what makes your life tick."

Learn more about New Orleans' Loyola University's Center for Entrepreneurship and Community Development

https://startup.loyno.edu/

Connect with Sam McCabe

https://www.linkedin.com/in/gsmccabe/

Close The Deal Podcast With

Sam McCabe - Loyola's LaunchU

Show Notes With Sam McCabe

00:00.54

ewellsmith

All right, disruptors, we have a very special guest, Sam McCabe. He is the director for Loyola University in New Orleans. He's in charge of their center for and and entrepreneurship and community development.

00:14.37

ewellsmith

Now, Sam, you and I have a few things in common. You started your career at PJ's Coffee, a franchise.

00:20.40

Sam McCabe

Yes, I did.

00:21.42

ewellsmith

I started my career at a college at a franchise at Applebee's. So there we go.

00:26.75

Sam McCabe

but you

00:26.84

ewellsmith

So we got two franchise backgrounds. While I was in high school, I went to through Junior Achievement Program as a student, and you helped run a program for Junior Achievement leading up leading up to where you are today.

00:35.24

Sam McCabe

I did.

00:40.44

ewellsmith

All right.

00:40.70

Sam McCabe

That's right.

00:41.45

ewellsmith

So before we go any further, we'll back we'll unpack all that, because all this ties back to that guitar in the back of your wall over there. And um we're going to unpack all this and and talk about what you do today and how you help people get into entrepreneurship.

00:56.14

Sam McCabe

Yeah.

00:56.15

ewellsmith

First of all, you are in New Orleans, obviously, you're loyal to the University of New Orleans.

01:02.68

Sam McCabe

That's right.

01:02.82

ewellsmith

what is your fate This is a topic us New Orleansians talk about incessantly. We start talking about it at breakfast, talking about what's for lunch. At lunch, we start talking about what's for dinner.

01:13.99

Sam McCabe

That's right.

01:14.02

ewellsmith

What's your favorite place to take somebody to close the deal?

01:18.15

Sam McCabe

You know, I'll be honest with you, lately it has been Urban South for a week. Like if I've got, like usually if I'm meeting with somebody trying to work with and work with some students or find some new mentors or whatever, I grab a Friday afternoon, they have a great lunchtime happy hour deal, have a couple of beers and a burger, and it's a great environment over there.

01:37.20

Sam McCabe

Plus it's on my way home from campus going back to the West Bank. So it's it not hits all the boxes for me, you know?

01:43.84

ewellsmith

that i ah I love it. I love it. I love it. All right. Who or what are you grateful for the help you get you ah where you are along your journey?

01:53.58

Sam McCabe

I mean, number one has to be my wife. My wife Cherie is who I met when I was a student here undergrad at Loyola. She is just just supports me in ways that I could never imagine.

02:07.37

Sam McCabe

She just she's the best.

02:07.58

ewellsmith

Mm hmm.

02:09.38

Sam McCabe

She's literally texting me right now about, hey, I've got to realize we didn't have groceries tonight, so I'm going to go handle that and take care of that and then pick up the kids and and allows me it allows me to continue to support our students and and our community here at Loyola as best as I can.

02:16.24

ewellsmith

Absolutely. 100%.

02:21.03

ewellsmith

Yes.

02:23.80

ewellsmith

Mm-hmm.

02:23.92

Sam McCabe

Um, and then, you know, my kids too, obviously, and then obviously like after that, just a couple of my colleagues here at Loyola, um, we're, you know, we're a small liberal arts school.

02:34.50

Sam McCabe

Um, we all were a tight knit team that all take care of each other and we wouldn't be able to do the things that we do at the center without the help of the whole college of business and beyond here at Loyola.

02:35.30

ewellsmith

Mm-hmm. Mm-hmm.

02:45.29

Sam McCabe

So.

02:45.90

ewellsmith

That's very cool. All right. So you, and you got a great program.

02:47.04

Sam McCabe

Yeah.

02:48.66

ewellsmith

And before we dive into the program, obviously students are coming to the program to learn some things about, okay, they're obviously, they've got somebody playing the seed with them to become an entrepreneur.

02:49.12

Sam McCabe

Thanks. Sure.

02:58.65

ewellsmith

And they're going into that specific program. Uh, what, before we start unpacking what your program does and what that looks like, what are some of the common mistakes you see that businesses, uh, new entrepreneurs make or could avoid making?

03:06.33

Sam McCabe

Yeah.

03:16.42

Sam McCabe

Yeah.

03:16.55

ewellsmith

had they gone through a program like yours.

03:20.06

Sam McCabe

Yeah, I mean. Honestly, number one for me is always, is always who's on your team, right? um You know, i I come from the music industry initially, and and so we always used to say, who's on the bus, right?

03:31.14

Sam McCabe

Who's on the tour bus? And, you know, having having that right team set up um to be able to help you succeed is is just number one in my book, right?

03:40.02

ewellsmith

Mm hmm.

03:40.33

Sam McCabe

you You can't do everything on your own, you know, whether you come up with some great idea or you're, you know, starting a new franchise and some business, whatever it is that you're doing, um You don't have all the knowledge. You don't have all the skills. um And having people that work well with you and know how to do the things that you can't do is the biggest piece, in my opinion, of of having something successful. We all want to be a jack of all trades. We all want to be able to say we can do everything. but once And you can initially, sure. right you know I mean, so many of these ideas are somebody coming up with an idea, starting an LLC, and then starting to work on it themselves.

04:20.48

Sam McCabe

But um the in my opinion, like the best way to actually be able to succeed is having that right team and those right people that are going to be able to support you in in the ways that you need it.

04:32.95

Sam McCabe

04:33.81

ewellsmith

All right. What's another key factor? Maybe it's a mistake somebody makes. They don't do when they're considering this. because main People people get out get out ahead of themselves too many times when they're going into entrepreneurship, not realizing exactly what they're getting into.

04:45.57

Sam McCabe

Yeah.

04:51.57

Sam McCabe

Right. um you know For me, I really think this thing like having having empathy and and understanding of of like who is who your customer is is and and who what you're what and who you're doing this for right um is is something that that people maybe skip over sometimes, or they don't want to put the focus into it as much as they should.

05:02.41

ewellsmith

Mm hmm. Mm hmm.

05:10.73

ewellsmith

Mm hmm.

05:14.73

Sam McCabe

Right. um You know, i on top of running all this programming, I teach a class to first year students here at Loyola. That's kind of an intro to entrepreneurship and it's it's based around like the design thinking process of really really understanding the problems that you see around you first before trying to find a solution. right And the big piece of that is is really engaging with potential customers and and and you know learning more about the situation that they're in before trying to shoehorn a solution into their life. To really understand what it is that your your potential customer actually needs or actually wants

05:55.38

Sam McCabe

instead of what you think they want. um And, you know, sometimes those two things are different. Sometimes those those two things are the same thing.

06:00.85

ewellsmith

Yeah.

06:03.15

Sam McCabe

Right. But, you know, I've worked with a ton of students and a ton of different community members around here who have come into a program of ours that have had this you know one specific idea.

06:14.63

Sam McCabe

um And they do know who their customer is. But after they actually start to do all that research, they say, wow, this is This is a problem and this is something that these people want solved, but the way that I thought they would want it solved is not something that they're going to want.

06:26.95

ewellsmith

yeah

06:28.32

Sam McCabe

so you know we We lean into that that that empathy idea a lot over here.

06:30.51

ewellsmith

Yeah.

06:35.16

Sam McCabe

right is having that Having empathy and having the ability to understand exactly what those customers might want um is number one. right

06:43.70

ewellsmith

and and And that comes from leadership because good leaders always are generally empathetic leaders.

06:48.02

Sam McCabe

Yeah.

06:48.80

ewellsmith

I mean, they they they understand the pain points a person is going through and then they find that solution to solve that pain point.

06:49.10

Sam McCabe

yeah

06:54.70

Sam McCabe

Yeah. Absolutely.

06:56.82

ewellsmith

yeah yeah so yup Yeah.

06:57.38

Sam McCabe

Yeah. so Sure.

06:59.80

ewellsmith

So let's let's pack in back up a little bit, too. You kind of entered this world because of that. I'm looking at the guitar sitting behind you.

07:08.41

Sam McCabe

Yeah.

07:09.19

ewellsmith

And if there's any business that's hard as can be, it's the music business.

07:09.36

Sam McCabe

Yes.

07:12.96

Sam McCabe

Oh, yeah.

07:14.29

ewellsmith

And people trying to get in and musicians think as artists, hey, I want to

07:14.74

Sam McCabe

Yeah.

07:19.73

ewellsmith

I'm going to go out there and make a record or make ah you my songs and put it out there and I'm going to be famous. They don't talk about the business side of it, the financial side of it, all of those variables that are key and understanding truly how to market themselves because the way the but the way the music industry is marketed today, it's really the artists doing the marketing to get the attention and backing into it.

07:25.88

Sam McCabe

Mm hmm. Now.

07:38.85

Sam McCabe

That's right. That's right.

07:40.65

ewellsmith

So you backed into this. Talk about how you backed into this.

07:44.06

Sam McCabe

Yeah, absolutely. Well, um so in 2010, I moved to New Orleans from from St. Louis to to come here to go to Loyola as an undergrad. um I had gone to a Jesuit high school in St. Louis and I started playing music when I was like, shoot, like seven or eight. I don't know, like second or third grade. I couldn't tell you at this point.

08:04.14

Sam McCabe

um I was always in bands with Abbot's twin brother. I was in inbe almost always in a band with him and some other friends here and there from you know like fifth fifth or sixth grade all the way through through college and beyond.

08:17.24

Sam McCabe

And you know what what brought us down here really was that that that culture and the music and that and then Loyola too has a really great music industry studies and music business program and degree programs.

08:27.28

ewellsmith

Mm hmm. Hmm.

08:33.85

Sam McCabe

And my brother wanted to do that program. I really didn't. I was a I ended up being a psychology student and all that. um But yeah, you know, once once we started really working down here and and touring a lot and putting out a lot of records and and doing a lot of that stuff, we.

08:50.40

Sam McCabe

Learned very quickly that you had to operate it as a business yet to be incredibly thoughtful about what your next steps were To be able to succeed you right and you know we we succeeded to a point right like it's hard for an indie rock band who is you know just broke as hell to be able to do a whole lot right, but we it was something you know we we felt successful at the time. right we We did some pretty significant regional and and national touring. We played some festivals, had had a record chart on the CMJ 200 countdown, which was pretty cool. you know we didn' we but yeah but But that was all because we were really thoughtful about that team. We were really thoughtful about planning and marketing. And and who specifically were we making this this record for? It goes back to what I was talking about earlier.

09:40.72

Sam McCabe

And um yeah yeah, and then, you know, we hit a point where it was kind of time to start figuring out what we wanted to do as grownups because it was, you know, we graduated a few years beforehand and we're still pouring coffee and and trying to make it work. And so, you know, about that time, ah my wife and I had, my wife had our our our first kid, Daddy,

10:03.29

Sam McCabe

um And then around then is kind of when um I finished a degree in education from LSU and literally did that whole degree while I was in the back of a van while we were on tour pretty much for two years.

10:16.27

ewellsmith

Oh, wow.

10:16.77

Sam McCabe

And yeah, it was fun.

10:18.02

ewellsmith

Yeah, you live the life.

10:18.60

Sam McCabe

But I tried.

10:19.36

ewellsmith

10:20.29

Sam McCabe

it slept I slept on a lot of floors and drank a lot of PBR. But we But yeah, you know, about that time that we had that my wife and I had had our our our son, i I ended up falling into a connection with some folks over a junior team. And they were looking for somebody to take over some entrepreneurship program they had. um And I ended up Larry Washington over there, their president over there took a chance on me and hired me. And and I loved that job. I loved working over there. And I

10:51.63

Sam McCabe

learned a lot about entrepreneurship. I learned a lot about our ecosystem here in New Orleans. um I met a lot of incredible people. um And a couple years later, I kind of I wasn't really even looking for a job and this role for um an assistant director at that time for the center here at Loyola came up.

11:10.38

Sam McCabe

um And I was just super excited to be able to get the opportunity to come back to Loyola, the place that brought me to New Orleans and continue to do um this type of work for for our community here, as well as you know New Orleans and beyond.

11:24.61

Sam McCabe

so Now, three years in, I'm now the the director. I run all of our our programming from ah different panel events to a couple of different competitions that we run.

11:35.91

Sam McCabe

um I get to work with the entire Loyola community, with alumni and students and faculty and staff. And um it's it's just a blast.

11:43.70

ewellsmith

Yeah.

11:44.77

Sam McCabe

you know i I laugh because I never so much took never so much as but one business class when I was an undergrad over here. And now, somehow, I teach in the College of Business. and And really, really enjoyed it.

11:56.41

Sam McCabe

And it's just really, really a lot of fun.

11:58.04

ewellsmith

Well, you all took on the ultimate. I mean, seriously, going door to door, flipbi promoting your brand, your band.

12:05.52

Sam McCabe

Yeah. Uh-huh.

12:06.37

ewellsmith

in it while while traveling the country in a van is as grassroots marketing as it gets and as it's as gritty as it gets and it's as survival as it gets and you pick you pick up some amazing skills.

12:09.93

Sam McCabe

Pretty much.

12:17.03

Sam McCabe

Yeah.

12:19.30

ewellsmith

Now, you in in the students, I would imagine if I was a student in your class, I'm like, man, this guy's cool. I can relate to him. And that's the connection, that's the connection, right?

12:27.26

Sam McCabe

I hope.

12:29.73

Sam McCabe

Right. Right. and And that's what it does help. Right. it's You know, I've i've had students ask me, you know, how I got into this and I tell them that story and it's like, oh, well, you know, that's not really running the business.

12:41.10

Sam McCabe

I'm like, no, it absolutely is. Right. And we were, you know, we it it was.

12:42.94

ewellsmith

100%.

12:46.38

Sam McCabe

we there was We spent more time on the couch like planning and and executing different flocking and different you know promotional strategies and and how we're going to put out this next record and when we're going to record these things and all that. and you know i mean It's just as much project management and entrepreneurship as it is playing the actual guitar.

13:04.88

ewellsmith

Yeah.

13:04.96

Sam McCabe

so You know, it was, um, it was a blast and it I wouldn't have the experiences in that and the, and the, uh, the life that I have right now without doing that. I don't necessarily miss sleeping on floors, but, uh, yeah, sure.

13:15.69

ewellsmith

I don't blame you. Well, but the experience you've got is amazing. All right. So let's, let's talk about the today, you know, where we are today and you're in an amazing position, impact in lives, because there's a lot of people who do think, okay, ah maybe I do want to go into business and talk talk about the program at Loyola.

13:26.92

Sam McCabe

I appreciate it. Mm-hmm.

13:33.58

ewellsmith

How does it, what is the structure like? Who's coming to it? I guess first of it, who is it for really?

13:37.40

Sam McCabe

Yeah.

13:38.80

ewellsmith

Is it, is it Is it all young people or is it people mid career, later career, later in life saying, you know, I kind of would like to go back to school. Who does it appeal to?

13:50.05

ewellsmith

I guess. Who's that?

13:51.20

Sam McCabe

Yeah, I mean academically, we you know, we we have ah ah a, you can get a degree from the College of Business in in entrepreneurship. We've got a major and a minor, right? So, you know, that's a lot of, of you know, 18 to 22 year olds, a lot of young people who,

14:05.55

Sam McCabe

want to see either want learn either the skills to start their own business or or how to be innovators within whatever career path they choose after that. right um But you know with most of the like programming we do, the practical side of things that we like to call it over here, is you know we have our our Wolfpack wants you pitch competition that just wrapped up.

14:13.27

ewellsmith

Gotcha.

14:25.49

Sam McCabe

And that is open to anyone in the Loyola community. So that's students, both undergrad and graduate, but also faculty, staff, alumni, and then even parents as well.

14:36.98

Sam McCabe

So so this year's cohort for our our teams for that program, which lasts all summer and then ends up in September with a $30,000 pitch competition, right?

14:47.91

Sam McCabe

We had teams

14:47.84

ewellsmith

Okay.

14:49.26

Sam McCabe

ah a handful of teams are students who had just graduated. We had one student team that was is a rising sophomore. He's 19 years old. We also had a couple of ah parent teams who you know they they had a kid they have a kid here at Loyola that they saw an email about this program and were like, hey, I'm trying to start this business. like you know I'm part of this as well, um as well as some faculty and staff. um With that program, the first year we did that program two years ago,

15:19.28

Sam McCabe

we had an alumni from the class of 1978 apply and join the program.

15:23.05

ewellsmith

There you go.

15:24.83

Sam McCabe

So, you know, we've had a really diverse group of people as as part of that program. um And, you know, that's that's kind of the biggest touch point that we have across campus, right?

15:35.20

Sam McCabe

That that program is, you know, um it takes about, it's about five months long. It starts in May and and just wrapped up in September. um And and that's that's a big one. um We get to work with a lot of really exciting, everything from ideas to to companies that are ready to scale.

15:50.92

ewellsmith

So your, so your program is not a degree.

15:51.03

Sam McCabe

15:53.62

ewellsmith

It's it's an addition to the degree or compliments the degree.

15:56.15

Sam McCabe

Yeah, essentially, yeah.

15:56.65

ewellsmith

Okay.

15:58.00

Sam McCabe

So so the center is... within the College of Business here on on campus.

16:02.82

ewellsmith

Right.

16:02.91

Sam McCabe

And we you know we do have those academic major and minors that I teach part of those classes as well. um But yeah, the the center is is open to anyone on campus, off campus, that's part of the loyal community.

16:16.76

Sam McCabe

um And we also have just serve, you know, i've had I've had folks in my office that are just like, semi-related to somebody on campus that are like, hey, somebody sent me your way that you might have some resources that might help me out.

16:27.64

Sam McCabe

right um you know New Orleans, our our ecosystem here is is really growing at a really great pace.

16:28.16

ewellsmith

gotcha

16:34.08

Sam McCabe

And and this this city is such a great place for entrepreneurs that you know having as many of these resource hubs as we can to support the just incredible variety of entrepreneurs we've got around here, um that's that's kind of one of our goals.

16:36.80

ewellsmith

Gotcha.

16:47.56

Sam McCabe

right so

16:48.98

ewellsmith

how How many classes, how well how many, you you refer to them as cohorts, is, okay.

16:53.74

Sam McCabe

Sure.

16:54.81

ewellsmith

So how many of those a year do y'all put on, two or three?

16:57.81

Sam McCabe

um Right now, we've kind of only got the bandwidth to do one.

17:01.04

ewellsmith

okay Okay.

17:01.37

Sam McCabe

So we're a pretty small team right now. ah It's myself and and a couple of part-time people. um And so yeah, so we, like Wolfpack wants you, that that program specifically starts applications that are usually due by by the beginning of April.

17:08.99

ewellsmith

Gotcha.

17:18.30

Sam McCabe

And then we pair those teams. ah we Pair that down in about 20 teams, invite them, do a week-long intensive bootcamp here on campus in May.

17:29.09

Sam McCabe

And then pair them with a mentor from either the alumni network or the ecosystem just in general in New Orleans.

17:34.82

ewellsmith

Okay.

17:36.72

Sam McCabe

So work across the summer. um And then the top eight teams get to pitch in September. But that's not the only thing we do.

17:42.79

ewellsmith

and they're going for And they're going for real dollars. Now, who funds the who funds the the money, the award for the $30,000 or whatever the number is at the time coming up next?

17:45.81

Sam McCabe

Yeah.

17:49.48

Sam McCabe

Sure. Sure.

17:54.93

Sam McCabe

Yeah, it's it's been 30. Let's see, the first year we did it, the Dean kicked in an extra five grand. um So it was 35K the first year, but the past two years has been $30,000.

18:04.62

ewellsmith

ah Okay.

18:04.87

Sam McCabe

Most of that funding, actually all of that prize funding is coming from from Dr. Bobby Sabwa and his wife Lori.

18:11.73

ewellsmith

okay

18:11.81

Sam McCabe

um They are they're really great great.

18:12.14

ewellsmith

Okay.

18:14.65

Sam McCabe

Well, Bobby's actually the the dean of the College of Business here now, and they're they're great people.

18:17.20

ewellsmith

Okay.

18:19.36

Sam McCabe

they They are really supportive of entrepreneurship and and innovation here in New Orleans and and beyond, and we're very grateful for for all their support. um Yeah, with that program and then

18:28.09

ewellsmith

That's awesome.

18:31.30

Sam McCabe

We do another program as well called the Idea Corps MBA Consulting Challenge that brings in MBA students from around the country from 10 or 12 different universities.

18:35.43

ewellsmith

Mm-hmm.

18:43.00

Sam McCabe

um It pairs them with local startups and then they they create a ah strategy for them for the next 18 months. um And there's about

18:49.76

ewellsmith

So it's like an in is it is it like an internship for them for 18 months? Or was is it actually a job?

18:53.91

Sam McCabe

ah No, not exactly.

18:55.02

ewellsmith

or Okay.

18:56.53

Sam McCabe

um So they do the MBA teams that work with the companies for for six weeks virtually, and then they come in during New Orleans Entrepreneur Week in the spring and pitch those strategies with a bunch of prize money.

19:08.52

ewellsmith

Gotcha.

19:10.56

Sam McCabe

So then the goal is that whoever wins that prize money goes towards implementing that strategy that these MBA students have put together for them. so So we're working on doing some recruiting for that program right now.

19:22.55

Sam McCabe

That that program kind of takes up my whole spring, but yeah.

19:25.83

ewellsmith

So the the name is important, too, um because of the Center for Entrepreneurship and Community, because I think I think about like, you know, I'm in the franchising space in a big part of when somebody becomes a franchisee is they're plugged into the community of that particular franchise.

19:28.57

Sam McCabe

Yeah.

19:35.92

Sam McCabe

Yeah.

19:43.39

Sam McCabe

yeah

19:43.37

ewellsmith

So they get to network with everybody, networking. Talk about that. These folks are meeting their peers from all over the country for those coming in.

19:50.95

Sam McCabe

Yeah.

19:51.42

ewellsmith

And then of course, a lot of students are from all over the country. And then of course, you got the alumni who strong base here in New Orleans and so forth.

19:58.64

Sam McCabe

and Yeah, absolutely.

19:59.51

ewellsmith

You, you're building a community, an ecosystem, I guess you should, should where people can tap into each other's resources.

20:06.57

Sam McCabe

I mean, you know, one of the goals with with with what we do over here is yet to one build that entrepreneurial community here on campus, but then really to connect our campus community to that community here in New Orleans.

20:18.73

ewellsmith

Yeah.

20:18.86

Sam McCabe

Right. um You know, there's there's so much available, so many resources and so many opportunities for entrepreneurs of all types here that um really and whether that's, you know, like I said, we with a degree, it's to encourage students to either start their own business or to be innovators in whatever career path they choose. And one of the things we really talk about here is entrepreneurship is really not only about like starting a business, but being able to problem solve and and execute on those solutions um in whatever career path you're in. whether that's in ah Whether you're an accountant or starting your own company or somewhere in between, you know you you are able to look at what's in front of you, solve that problem, and then hopefully you know execute on the solution.

21:05.63

Sam McCabe

right

21:05.76

ewellsmith

Are you, when you all are putting this, putting all this together for them, is that including their marketing, their financing, all the aspects of running the business as well? Or is it focused on solving the problem and coming up the solution for that problem?

21:15.03

Sam McCabe

Yeah, no, absolutely.

21:18.22

Sam McCabe

Yeah, no, we hit as much of it as we can.

21:21.84

ewellsmith

Gotcha.

21:22.73

Sam McCabe

The for lunch, you get like that program. Like I said, we've got that week long boot camp that we spend with these teams um where they, you know, we we kind of tear down their business model and then build it back up there.

21:34.13

Sam McCabe

um And then over the course of the summer, while they're working with those mentors, um we meet with them every other week on Zoom to

21:34.36

ewellsmith

Gotcha.

21:42.52

Sam McCabe

Bring them a speaker about see this year we had a couple about legal and IP. We had at least one about marketing. We had one about team building and leadership and kind of all these aspects to make sure that, you know, if they do end up getting some funding and succeeding and want to take this further, that they're going to have the background and the understanding to to succeed and be be able to to be proud of what they're doing, you know.

21:51.96

ewellsmith

yeah Yeah.

22:04.77

ewellsmith

I love it. Any other last details you want to make sure we cover for the program itself?

22:06.12

Sam McCabe

Yeah.

22:09.66

Sam McCabe

You know, I mean, we're just, we're here, right? it's People, i I talked to somebody recently and they're like, I didn't even know we had a Loyola in New Orleans.

22:19.92

Sam McCabe

I'm like, yeah, we're smaller, we're we're we're we're uptown, we're, you know, right next door to Tulane. But we we have a really great group of of students and alumni and really awesome resources here on campus that are

22:31.64

ewellsmith

Yeah, it's a great universe, great campus too.

22:33.97

Sam McCabe

Yeah. Oh, I appreciate it. You know, this place is really special to me. i Like I said, I moved down here to go here in 2010. Yeah. And like I said, I met my wife while I was here and now I'm stuck in Louisiana forever.

22:46.64

Sam McCabe

But that's not a problem. That's not a bad thing.

22:48.68

ewellsmith

I did that to my wife.

22:49.31

Sam McCabe

So nice. There you go.

22:50.40

ewellsmith

She's from South Carolina.

22:50.95

Sam McCabe

Yeah. There you go. Yeah, no, I mean, what's not to like? But you got the food, you got the music, you got the culture, you got entrepreneurship, you got people who are really trying to make a difference. And, you know, um it's, yeah, it's, it's, ah I love getting to do this.

23:01.83

ewellsmith

I love it.

23:05.91

Sam McCabe

And I love getting to work with these people and whether they're, like I said, whether they're just getting here as a new student or, or somebody who's an alumni that wants to be involved, you know, we're, we're, or anybody in between.

23:17.51

Sam McCabe

Right. So.

23:18.61

ewellsmith

Well, I'll before you do the call to action to

23:22.04

Sam McCabe

Yeah.

23:22.12

ewellsmith

so people can find you to get in July with the program because I love what you all do.

23:25.54

Sam McCabe

Oh, thank you.

23:26.34

ewellsmith

There's a few programs are in the city that just really do embrace the entrepreneurial spirit in the city and the city is really you can feel that vibe happening in this city.

23:34.08

Sam McCabe

Yeah.

23:35.10

ewellsmith

Big time with so so real quick.

23:35.20

Sam McCabe

Yeah.

23:38.90

ewellsmith

If you had to do something differently, normally I ask people, what's the one piece of guide you leave people with? I'm going to change it up a little bit.

23:44.72

Sam McCabe

Sure.

23:45.76

ewellsmith

If you had to do something differently, what was that one thing that you would do differently that you would guide people on doing?

23:52.76

Sam McCabe

Ooh, okay, say that again. One thing I would do differently.

23:58.13

ewellsmith

from their past that maybe you would have done a little bit differently that you would advise people on today.

23:59.49

Sam McCabe

Okay.

24:04.26

Sam McCabe

You know, I, as much as I love where I'm at right now, right? um I can't say I wouldn't love to be be have doing the the music industry thing more and being, you know, a little more more successful in that piece. And there, I don't know. there's

24:23.91

Sam McCabe

don't give up on on what it is that you that you're passionate about is what I'm trying to get to.

24:26.57

ewellsmith

There you go.

24:27.89

Sam McCabe

there right is you know and And I haven't.

24:28.19

ewellsmith

Yeah.

24:30.19

Sam McCabe

like I'm in a cover band and i still I still play around a lot. and it like I love love getting to do all that stuff.

24:32.72

ewellsmith

Absolutely.

24:35.45

Sam McCabe

But actually, and that has been really tweaking my my entrepreneurial wheels as in a very different way lately, working with X. But no, you know, stick with what you're passionate about and and really be really lean into what it is that that that makes your life tick and what makes what makes you excited.

24:57.57

Sam McCabe

Right. um You know, there have been there were were times, I mean, a decade ago where I look back and I'm like, oh, man, there was this experience that if I had treated it it a little bit more ah seriously, I could have, you know, maybe that would have ended up a little differently and that maybe that record would have done a little better or whatever.

24:58.40

ewellsmith

yeah

25:02.09

ewellsmith

Yeah.

25:12.68

ewellsmith

Yeah.

25:15.31

Sam McCabe

Um, you know, yeah.

25:17.48

ewellsmith

You know, that those things are part of life's journey, though, you know, in in in in those things formed you to where you are today. Otherwise, you would not be fortunate to be doing what you are today, you know,

25:26.92

Sam McCabe

That's, that's exactly right. And, and I was gonna, and I was getting there with that. Was that like, oh yeah, you know, as much as it is to, to stick with what you're passionate about and all that, don't be afraid to also like.

25:30.55

ewellsmith

Yeah.

25:37.91

Sam McCabe

move like Don't stick to regrets like that, right? it's it's you know Things keep moving and things happen for a reason and they and they they hopefully we'll will turn out well for you.

25:40.69

ewellsmith

Yeah.

25:47.81

Sam McCabe

But it's ah you know it's it's important to to to really ah be focused on on what it is that that is impactful and matters to you too. right

25:57.22

ewellsmith

Yeah, I i agree 100%. I tell that to people all the time, consulting with them on what they what business they should they go in.

26:02.11

Sam McCabe

Yeah.

26:02.97

ewellsmith

I said, well, for starters, you should at least have a genuine interest in it. Because, I mean, I had my i had my one and only ulcer at the age of 24 in a job that was not right for me.

26:07.40

Sam McCabe

Yes. Right.

26:13.02

Sam McCabe

Jesus.

26:13.61

ewellsmith

It was great people around me, but it was the wrong job. And I'm like, 14 months into the job, I've gotten also like, I'm 24 years old, that makes absolutely no sense whatsoever.

26:17.28

Sam McCabe

Right. Right.

26:23.05

ewellsmith

26:23.62

Sam McCabe

Oh man.

26:24.15

ewellsmith

so So that guidance you just provided is very, very helpful for folks. How do people get in touch with you or this or the or the school or the program to learn more, to get involved with the program and Okay.

26:36.23

Sam McCabe

Yeah, absolutely. um So you can check out our website. It's startup dot.loino dot.edu. um That's the easiest way to find out about the programming that we do and all that.

26:47.03

Sam McCabe

um LinkedIn, we're Loyal University New Orleans Center for Entrepreneurship and Community Development.

26:53.14

ewellsmith

Okay.

26:54.15

Sam McCabe

Terribly long name, working on that. ah and ah or you know that Most of our stuff gets posted on Instagram as well at startup.loino.

27:03.07

ewellsmith

Yeah.

27:03.93

Sam McCabe

So that's that's kind of the best place to get in touch with the center. I'm on LinkedIn too, it's just Sam McCabe.

27:10.19

ewellsmith

but Awesome.

27:10.71

Sam McCabe

You can find me, I'm easy.

27:12.64

ewellsmith

Action.

27:12.90

Sam McCabe

And yeah, that's kind of the best place. um Yeah, I'm not gonna give you my Twitter account.

27:18.93

ewellsmith

Well, Sam, we we will, we will have the links in our, when when we, on the show notes for the page, we create for you and in this interview and anybody listening, plug in.

27:25.35

Sam McCabe

Great.

27:27.89

ewellsmith

This is it's great. You know, loyal is a phenomenal school, phenomenal programs. And you're you're very, fortunate you're very fortunate to have the job you have.

27:33.21

Sam McCabe

how We appreciate it.

27:36.05

Sam McCabe

Oh, thanks.

27:36.43

ewellsmith

Appreciate it.

27:36.83

Sam McCabe

you know Like I said, I love it here. It's a special place to be. And I wouldn't want to be anywhere else. So thank you all so much.

27:42.37

ewellsmith

Thank you, Sam.

27:43.52

Sam McCabe

This is a lot of fun.

27:44.68

ewellsmith

Appreciate it, Sam. Thank you.

27:46.07

Sam McCabe

Appreciate it.

Clarity, Connection & Closing Deals W/ Chef Fischer

ewell@closethedeal.com (ewell smith) — Wed, 05 Feb 2025 04:38:41 GMT

Chef Christian Fischer shares his secrets to closing deals over dinner, gaining clarity and building connections.

This episode of Close The Deal Podcast is a CLARITY mindset masterclass.

Chef Christian Fischer's 10 Close The Deal Mindset Success Quotes:

"For me, taking somebody to dinner isn’t just about closing a deal—it’s about learning who they are."
"I always tell the staff: Ignore me. Take care of my client. I’ll take care of you."
"A meal can tell you a lot about a person—how they treat the staff, their habits, and their mindset."
"Most businesses and chefs are just one network connection or strategy away from a totally different outcome."
"If you want different results, you need different actions. If you want different actions, you need to think differently."
"I learned the hard way that asking for help isn’t weakness—it’s power."
"You are the sum of all the decisions you’ve made over the last six months, ten years—whatever the timeline is."
"We create in conversation—if people don’t know what you’re up to, they can’t support you."
"Work harder on yourself than you do on your business—because when you get better, everything else follows."
"I don’t want my kids to grow up without choices, so every day, I work to create opportunities for them."

Close The Deal Podcast With

Chef Christian Fischer

Chef Christian Fischer Show Notes

ewell smith

All right, disruptors, I have a special guest. His name is Chef Christian Fisher. He he comes to us from just outside of Hartford, Connecticut in Kensington, Connecticut, and he is the CEO of Fisher Research Group.

00:15.83

ewell smith

Now, Chef, ah first, welcome to the show. I appreciate you being here with us today.

00:20.63

Christian J Fischer

I'm happy to be here. Look, I was looking forward to testing.

00:22.25

ewell smith

Man, I love work. Yeah, I love working with chefs. You know a little bit about my background. We've spoken before in your show. And um I got to ask you a question, and as a chef, this is always a tricky question, maybe sometimes for a chef to answer in their own market.

00:33.61

Christian J Fischer

yeah

00:38.92

ewell smith

What is your favorite place to take a client out? Someone to get clients coming in, maybe in from overseas, because you work with a lot of people overseas, and you can take them to lunch, maybe breakfast, lunch, or dinner.

00:51.64

ewell smith

Where are you taking them to close the deal to get the business done?

00:54.50

Christian J Fischer

Oh, that's a really good question. So for me, I learned a very long time ago when when we do do that. So we're really specific and we're looking out for the clients. So for me, sometimes it's not how great the food is. I'm more interested in atmosphere and I'm very interested in how easy is the food to eat.

01:15.22

Christian J Fischer

um I learned that going to a poke place or a taco place where you need to use your fingers, not a great place to bring a client, you know, maybe after you sign the deal. So I always go really safe. I go Italian, classical French, and we have a place not far from here, it's called a word. It's a French place. I bring clients there all the time. They have a great wine selection. the The service is phenomenal, much better than their food.

01:43.33

ewell smith

Yeah.

01:43.40

Christian J Fischer

And they always have a great way for me. I just give them a heads up when I get there and say, Hey, I'm bringing in a client. Can you make sure you pay a little extra attention to them? And for me, that, that seems to work.

01:54.40

ewell smith

I like that.

01:54.61

Christian J Fischer

So hopefully none of my clients is listening because that's my, my secret weapon.

01:55.77

ewell smith

02:00.30

ewell smith

Well, you're the first person to actually say that last part is where you give the restaurateur a heads up so they know that extra attention to that.

02:08.15

Christian J Fischer

Yeah.

02:09.06

ewell smith

ah That's a nice touch, actually.

02:09.72

Christian J Fischer

02:10.55

ewell smith

I love that.

02:10.69

Christian J Fischer

For me, it's really simple. I get there half an hour before and I say, hey, I have a reservation. Who's got to be my server? I go up to the server and say, hey, you do need to do me two favors. Ignore me.

02:21.95

Christian J Fischer

Take care of my client and I will take care of you. Simple as that. And I said, I'm here to close a business deal. You know, make sure you make my client feel like a million bucks.

02:31.38

ewell smith

And that's the key.

02:31.47

Christian J Fischer

Works all of that.

02:32.62

ewell smith

that's the key And there you remember that. you know One of the chefs I worked with here and in New Orleans for many years ah brought my staff there for Christmas. And I'll never forget this.

02:43.41

ewell smith

it's it's it's how they make I can't tell you what we had for lunch, but I can tell you what we had for dessert because he wanted to make a impression on my whole team. And what he did is he sent out every dessert on the menu.

02:56.23

ewell smith

to the team. I had a team of four people. It was a small team. So we had like twice as many desserts as we had people at the table. And he filled up the whole table. But we still talk about that to this day.

03:06.51

ewell smith

It's how you make the people feel. So that's that's really that's something no one has talked about.

03:08.45

Christian J Fischer

Yeah.

03:10.97

Christian J Fischer

And for me, it became one of those things because the end of the day, this is not about me. It's about my client and ah and our potential partnership.

03:17.68

ewell smith

Yeah.

03:18.85

Christian J Fischer

And also what I realized, a lot of clients, um they know a deal is supposed to come down.

03:19.11

ewell smith

Yeah.

03:24.72

Christian J Fischer

So for me doing this, it kind of takes the edge off a little bit. And who doesn't like to be pampered?

03:28.39

ewell smith

Yeah.

03:30.37

Christian J Fischer

So if if I tell the staff ahead of time, hey, just do me a favor and I take care of you.

03:32.33

ewell smith

Yeah.

03:36.69

Christian J Fischer

And I go to these places a lot, so I kind of know the service and say, hey, And they now are, oh, he got another of one? Yes, he got another one, you yeah know?

03:44.44

ewell smith

yeah

03:45.28

Christian J Fischer

And um so it's it's kind of great. So for me, also what I love about that, um I never realized then that one client said to me once, he says, this was the most amazing dinner, not just the way the service was.

03:57.22

Christian J Fischer

And he was you know kind of raving how great the service was, you know? And he said, is he says, I loved how they connected with you.

04:01.17

ewell smith

yeah

04:05.15

Christian J Fischer

You obviously come here a lot. And there was just, I would have never known, you know, I was like, really, he kind of confirmed what I wanted to do.

04:09.17

ewell smith

Yeah.

04:13.46

Christian J Fischer

And when he was saying they were really polite, they were very, they didn't say, Oh, you come here all the time, you want to have a beer kind of thing, you know, they said, Hey, you know, he said it was just a great experience.

04:19.88

ewell smith

Yeah, it's that.

04:23.18

Christian J Fischer

And for me, that's exactly what we're going for. So that's, for me, one of the places I will go um because of that.

04:28.49

ewell smith

And what's the name of that place again? What's the name of that place again?

04:30.16

Christian J Fischer

I worked, it's in West Hartford.

04:30.65

ewell smith

04:32.17

Christian J Fischer

If you have it and want to go to French, it's right in the center of West Hartford. um Just tell them I sent you, but they have amazing French food. They do an amazing job, services, exquisite, and just the atmosphere is great.

04:45.56

ewell smith

Love that. And you know, I'll tell I'll mention the chef. His name was Chef Torrey McPhail, but he was with compete. He has since gone on to Bozeman, Montana. But he was the executive chef for Commander's Palace, which is the iconic one of the iconic restaurants here in New Orleans.

04:58.45

ewell smith

so And people ah people need to that's a great message. I love that message. It goes back to the Angela, Angela, my Israel.

05:03.50

Christian J Fischer

and thank you

05:06.77

ewell smith

Angela, what's her name? Uh, the, the, the, she's, she's famous for the quotes, not how would people, uh, it's how you make people feels with what people remember.

05:14.91

Christian J Fischer

Yeah.

05:15.48

ewell smith

I'm paraphrasing that.

05:16.24

Christian J Fischer

and And so for for me too, you know you got to understand, sharing a meal I think is very personal. And for me, because a meal can tell a lot about you, you know the way you treat the staff.

05:28.50

ewell smith

Yeah.

05:29.84

Christian J Fischer

Hey, i like yeah can you hold the butter? I know disperse this person is whole conscious. Hey, I'm not going to drink tonight or whatever it is. So for me, Taking somebody to dinner is not just faster, closer deal, it's for me to learn more about them.

05:43.72

Christian J Fischer

Again, for me, doing dinner with anybody or lunch in that case, um it's a very personal thing.

05:44.18

ewell smith

Yeah.

05:49.41

Christian J Fischer

And for me, i just you learn a lot about how people um act and how people behave and it gives you a great insight of who they are as a person.

06:00.50

ewell smith

I love that. All right. Speaking of appreciating people, who, or or it may be a, maybe a, or what, but who or what are you grateful for that helped you get you where you are today?

06:13.36

Christian J Fischer

Oh, there's too many people to count. But for me, why I do what I do is because of my family. And you know my story. I have adopted children, and my children are special needs.

06:22.13

ewell smith

Yep.

06:26.17

Christian J Fischer

And they ah were older as we adopted them because we knew nobody will adopt them because of their their medical history. And for me, when I peel it all back, the reason I do what I do is because I want my kids to have choices.

06:40.13

Christian J Fischer

you know For me, it goes back. My kids never had the choice that you know their parents or their parents chose to give them up for adoption. They had never a choice which which orphanage they get into. They never had a choice on how they were treated and that they had never a choice what they want to eat for dinner or what they want to do for lunch or who they want to hang out with. They never had a choice that there's a person looking different, sounding different, smelling different, so you know taking them, put them on a plane.

07:07.67

Christian J Fischer

and bring it to a whole different country. So for me, Billy Bach and the people I'm really grateful for is my family and my kids. And because for me, I learned the biggest life lessons um doing this for for my kids. At the end of the day, I want my kids and my family to have choices. And that's why I do what I do.

07:26.84

ewell smith

I love it. All right. Well, that's well said. Um, we're going to use that as the perfect segue because what you do is intriguing to me. Um, and it working with chefs is always a pleasure because the passion that you all bring to the business, but it's more than just having a passion, knowing how to run the business. And he got some incredible chefs who do not make good operators. You got some, you know, they are phenomenal. They can make anything taste good. Just about.

07:53.94

ewell smith

But it's still, at the end of the day, running a restaurant is one of the toughest businesses there are there is on planet Earth. So let's talk about your role, a little bit about your company, the background in your company, the Fisher Research Group, and how you, and let's guide people, let's give some people some guidance on some of the key things that you drive home when you're talking to folks.

08:17.28

Christian J Fischer

Yeah, so um I love that. By the way, that's that's a great question. And hopefully I do my that that the question justice with my answer. So for me, Fisher Research Group, it doesn't really mean anything. And so the reason we came up with Fisher Research Group was because for me, when I have a conversation with you, I research. but by By nature, I'm a researcher. you know That was always my thing. And for me, so what we do is everything we do, we want to make sure we do it not just because we love it that we have data-driven decision making.

08:47.07

Christian J Fischer

And so underneath the Fisher Research Grove, we have six verticals. We have our restaurant sites. We have currently a restaurant. We have our consulting site. We have our education site. So we have all of these different verticals. And so what we do is really helping the industry. So if you're a chef, we help you with our disruptive ah logo. So we want to disrupt the way you think.

09:11.66

Christian J Fischer

Because I know working with as many chefs as I did in over over my lifetime, that many of the chefs I meet, they are a skill, a net a network connection, one strategy a way to have a total different outcome in their career and their business.

09:15.81

ewell smith

Mm hmm.

09:28.71

ewell smith

Hmm.

09:30.24

Christian J Fischer

And then I also find businesses are in the same situation because most businesses are one network, one strategy, you know one little thing away to have a total different outcome. And then we started supporting chefs. That's really what we started out from. And then we realized we need to support them in their business. So we started in the businesses. Then we found that we're not just supporting businesses, we're supporting manufacturers coming into the business.

09:58.89

Christian J Fischer

So, from our consulting side, for an example today, we have six international clients. We help them get a stronghold in the US. So, we actually, their USA office. And so, we help them with incorporation. We help them hiring. We get their IRS number. So, we get everything done for them and they become the physical entity ah here in the US. So, that's what we do with them. And for chefs is we just want to show that when you start hanging around people which think differently, you eventually start thinking differently. If you think differently, you have different actions. If you take different actions, you have different outcomes. If you have different outcomes, you have different results and you have different results. You have a whole different life. And what we teach in our program is that you are the collective of all of the decisions and all the choices you've made over the last time six months, 10 years, whatever the number is.

10:47.66

Christian J Fischer

And you are combined average of all of that and you can change it by just starting to think differently. And that's what the disrupting is. We want to disrupt your thinking because if we get you to think differently, everything else falls in place and we do the same thing with our clients and our restaurant spaces and we do the same without consulting clients.

11:05.84

ewell smith

How do you get them? what Is there a process that you walk them through to get them to think differently? how do you How do you break them of the habit of doing the same thing every day?

11:16.20

Christian J Fischer

um so we have yeah So we have what what we call our intake form.

11:16.90

ewell smith

or thinking the same way every day.

11:21.26

Christian J Fischer

So our intake is ba ah what what takes the most time for what we do. And from there, we we really get really clear. So what we find most of the chefs lack clarity of what they really want to do and where they want to take their career.

11:35.12

Christian J Fischer

And that transcends into businesses. How many businesses do you run into? They say, what is going on here? What do they try to do?

11:45.46

Christian J Fischer

you know um So we help but um businesses, companies, organizations to be really clear of what their final outcome is, who is the the client they want to serve, build a message around that.

11:56.46

Christian J Fischer

And then we have what but we go through it, we call it um the seven level discovery. And the seven level discovery is where we go with the leadership and say, hey, why do you do what you do?

12:05.74

ewell smith

Mm hmm.

12:07.00

Christian J Fischer

And it's a really simple process, but it's super powerful um because when you really find out what drives you, why you do, a lot of other things fall in place.

12:07.78

ewell smith

Mm hmm.

12:17.32

Christian J Fischer

And then what we're doing on exercise, we call the success loop. And the success loop is really simple. is that we all have this four steps within the success loop. Number one is, you know what is anybody's potential? The human potential is immense. They could do anything. What is the actions they take on their potential will deliver the results they have. And the results will deliver ah what they think about themselves. And that's really fast. We started out just with chefs. And what we realized is,

12:48.21

Christian J Fischer

It's even more common in in restaurants. How often have you gone to a restaurant where you see the owner working harder than the employees because he knows financially he needs to make that that that contribution to the business.

12:50.71

ewell smith

isn

13:01.60

Christian J Fischer

But that forgets really what he's in business for. so his potential do yeah A local restaurant. We just did this exercise a few days ago. A local restaurant. The chef is immensely great in Mexican cuisine.

13:17.34

Christian J Fischer

I think he he's the best kept secret in the era. He looks at Mexican cuisine differently.

13:21.96

ewell smith

13:23.24

Christian J Fischer

He grew up as a Mexican-American, so there's that American influence, that new well ah cuisine influence, but he also has is a classical French-joined chef.

13:25.34

ewell smith

hmm.

13:29.68

ewell smith

13:32.83

Christian J Fischer

But the way he looks at Mexican food is he says there's nobody who really knows how to elevate Mexican food, and he's immensely good at it.

13:33.06

ewell smith

hmm.

13:40.08

Christian J Fischer

When you go there, fantastic, just the way he runs the kitchen and everything else. But his marketing and the message he sends to the marketplace is not what it is. People come there expecting Mexican food, and they say, I don't know what's going on here.

13:52.75

Christian J Fischer

I've never seen my fajita look like that. you know and And then the service staff um are really not trained to to deliver his message. And therefore, I was telling him, hey, your potential to have the best restaurant in the area around Mexico cuisine is immensely. You can do it.

14:11.57

Christian J Fischer

The actions you take is that it's just you. Your staff is not drained. Your customer is not drained.

14:16.51

ewell smith

Yeah.

14:16.99

Christian J Fischer

And therefore, your results you get and is that people come and pushing back and said, you're expensive. you will they will eat It's not really Mexican food anymore because you never measured that on.

14:24.68

ewell smith

yeah

14:25.97

Christian J Fischer

And therefore, you think you are failing in the industry. That's not what it is.

14:29.41

ewell smith

Yeah.

14:29.45

Christian J Fischer

So kind of re-pivoting that. So that's what we call the success loop. And then we do you know the next one for us is is We need to get you around people which start thinking like you.

14:41.97

ewell smith

Yeah.

14:42.01

Christian J Fischer

um Let me ask you for an example. Do you have kids?

14:44.59

ewell smith

I do not.

14:45.98

Christian J Fischer

Okay.

14:46.07

ewell smith

I do not have children.

14:46.64

Christian J Fischer

Do you have siblings which have kids?

14:49.91

ewell smith

I do not.

14:51.71

Christian J Fischer

Do you have friends who have kids?

14:54.13

ewell smith

Yes, I do.

14:54.47

Christian J Fischer

Really good friends. Okay.

14:56.26

ewell smith

Ding, ding.

14:56.61

Christian J Fischer

So ah so you do you know what was the very first car of your best friend? Do you happen to know what that car was?

15:03.99

ewell smith

I could name a few people whose first cars, yes.

15:07.08

Christian J Fischer

Yep.

15:08.00

ewell smith

Yep.

15:08.33

Christian J Fischer

So now when you look at your friend, their kid probably drives a nicer car than he did at that age.

15:13.94

ewell smith

Mm-hmm. Mm-hmm.

15:15.77

Christian J Fischer

And it's it's a very simple knowledge that we will do more for others than we do for ourselves. So if you're around people which hold you to account and that they have to support, You will rise to the level if you like it or not. And if not, you will not be part of the group because it it feels like a disruption for you. So we all need somebody who sees in us what we don't see in ourselves. And being part of a group, if you want to call it a mastermind or an advisory board, it doesn't really matter what name you give it, but we all need people which see in us what we don't see in ourselves. So if I'm really clear where you want to go.

15:48.46

Christian J Fischer

I find out real why I'm doing it. And now I know what is holding me back.

15:51.00

ewell smith

Yeah.

15:52.80

Christian J Fischer

I know exactly what are the skills I need to learn. What are some of the systems I need to acquire and who do I need to partner with?

15:57.14

ewell smith

Yeah.

15:59.94

Christian J Fischer

And for me, that's the four steps to any successful business.

16:05.03

ewell smith

I love that. I'm going to touch on a couple of things that Jim Rohn, his quote, you are the average of the five people you hang around with most. And that's so true. I mean, and and the opposite is true. i mean They can either lift you up or they can tear you down.

16:17.61

ewell smith

and mean I mean, they won't drag you down, I should say. And you won't even realize it's happening because it's happening in slow motion.

16:21.12

Christian J Fischer

hey I love that. And then the spirit of Mr. Jim Rohn, he's also the guy who says, hey, work harder on yourself than you work on your business.

16:27.88

ewell smith

Yeah.

16:27.89

Christian J Fischer

Because and for for you to do things that get better, you need to get better.

16:31.06

ewell smith

Yeah.

16:31.07

Christian J Fischer

And it's so true. Yeah, I love that.

16:34.30

ewell smith

and And also, I love the fact that you start with getting the clarity, but also they understand their potential. And when people see potential, that power I love saying this, potential powers progress.

16:47.57

Christian J Fischer

Yeah, I love that.

16:48.38

ewell smith

It it really does.

16:48.64

Christian J Fischer

I love that.

16:49.90

ewell smith

it' it And then that's where you have your action steps and it just unfolds. It becomes a loop, a circular loop, and it does power the progress. It keeps going it keeps keeps the ball moving forward.

16:58.84

Christian J Fischer

Yeah.

16:59.87

ewell smith

because If you don't feel like you're moving forward, what do you want to do? You want to stop. maybe even go backwards. So I love that.

17:06.49

Christian J Fischer

Yeah.

17:07.90

ewell smith

um so how so when so So when you get somebody in expanding the people's network, how do you, or you just, is there, and how do you expect i do that?

17:18.65

ewell smith

How do you get people to do that?

17:19.96

Christian J Fischer

Yeah, so um meet we have that this simple thing.

17:20.51

ewell smith

I'm curious.

17:23.63

Christian J Fischer

I always said, look around your network, and and hopefully none of my friends hear this. You put them into one of three buckets, okay? You do bucket one is um when I need somebody to agree with me because I'm feeling self-pity, this is the person I call.

17:38.13

Christian J Fischer

The second bucket is if I need somebody to lift me up on somebody who encourages me, this is the person I call.

17:38.59

ewell smith

Gotcha.

17:44.27

Christian J Fischer

And then the third bucket is, his you know I value their friendship, I value their input, but those guys know so many people, I don't know, and they are connectors.

17:44.57

ewell smith

Right.

17:54.07

Christian J Fischer

So you put people in three buckets.

17:54.59

ewell smith

Yeah.

17:55.98

Christian J Fischer

And for me, um i know when when you know I know exactly.

18:00.23

ewell smith

18:00.75

Christian J Fischer

If my day doesn't go the way I know, it should have gone. I know exactly who I could call because they say, Christian, you work so hard.

18:04.95

ewell smith

hmm.

18:08.80

Christian J Fischer

It's not fair. They're not looking out for you. know Getting self-pity.

18:11.92

ewell smith

Yeah.

18:12.94

Christian J Fischer

But I also have ah a group of friends when I call them, they say, okay, Christian, you know what? You just got to suck it up. Take a hard look at what didn't work today and make sure you don't make the same mistake tomorrow.

18:23.43

Christian J Fischer

I don't like those people, but you need those people, you know?

18:25.16

ewell smith

You need him.

18:26.32

Christian J Fischer

And yeah, and those are the people I call when I say, hey,

18:26.65

ewell smith

Yeah.

18:30.38

Christian J Fischer

Let me ask you something. This happened today. Why do you think you know me?

18:34.34

ewell smith

Mm hmm.

18:35.50

Christian J Fischer

So it's that. And then the final thing to overlay it is, it's called the Five Friends Law. Have you ever heard of that?

18:41.94

ewell smith

Okay. No, but um I would like to hear about that.

18:44.14

Christian J Fischer

So it's really simple.

18:44.75

ewell smith

That's interesting.

18:45.86

Christian J Fischer

So i i we do this as part of our our exercise with the intake. We want you to go to buy five really good friends. And the good friends need to be really good friends.

18:56.62

Christian J Fischer

They can't be family or relatives because we found it doesn't work with that. And it's really simple. ah You sit down with them and say, hey, You know, yeah I meet you ah saying, hey, I want to really appreciate our friendship.

19:10.03

Christian J Fischer

Can you honestly tell me why we friends? so And so i I, my very first friend, his name is Jason.

19:12.89

ewell smith

Ah.

19:15.54

Christian J Fischer

And so I did this with Jason and he says, so you, the only chef I know. Okay. I was like, hu come on, why are we really friends? And he says, because the goofiest guy I know.

19:26.86

Christian J Fischer

Okay. And he says, you're so easy to make fun of because for 60% of your life, you were an apron as a chef, you wear clogs. He says, that's the easy to make fun of. And I was like, why are we really friends?

19:38.25

Christian J Fischer

And then we kind of go this down and we ask this question seven times. And at seven times he says, you know why Christian? When I have a bad day and I talk to you, you have that innate ability to make me feel better and you never realize that.

19:51.39

ewell smith

Wow.

19:51.42

Christian J Fischer

And I was like, it was, ah by the way, this is, by the way, it's not an easy thing to do. It was for me, be very hard to hear this from my friends, how they feel about me.

19:58.65

ewell smith

Yeah.

19:59.05

Christian J Fischer

Somebody else I call. And I went in and that person, she said to me, Christian, you're the only person I trust. I was like, oh shit, I don't even trust myself. How dare you? You know, kind of, you know, how we feel about ourselves.

20:09.79

ewell smith

Wow.

20:10.88

Christian J Fischer

Somebody else says to me, Christian, you always shoot it to me straight. And, you know, and and for me doing this, if you do this with six, seven friends, you know, it's called the five, but i I say, if you do six or seven, and it doesn't matter.

20:16.02

ewell smith

Mhm.

20:23.97

Christian J Fischer

But a minimum of five, you will know what other people think of you. And sometimes we don't do a good enough job to highlight the things we actually really good at.

20:30.25

ewell smith

Wow, that's interesting.

20:36.81

Christian J Fischer

And it's really hard, especially from a friend you really value.

20:40.73

ewell smith

Yeah.

20:40.76

Christian J Fischer

And they are by, I always say, the first four is all BS because it comes from here. Okay.

20:46.32

ewell smith

Yeah.

20:46.49

Christian J Fischer

The moment you move question five, six, and seven, it comes from here. And most of the time call me this, you know, or say, Hey. i I trust you. You, the guy with the most integrity. And I was like, oh shit, I just let myself down this morning. You know, how do you think I have integrity? Yeah, it's it was really hard for me to hear. And for me, we just did this just ah like a week and a half ago. I called some of my other friends and they gave me the same thing. So for me to be building this into our organization and who we are and how we come to the market. But I encourage everybody to do it because then you know, what do your friends think about you?

21:21.88

Christian J Fischer

And for me, that's super powerful to start out being really clear of what you want to do. Then really going to the roots on why do I do what I do?

21:28.10

ewell smith

That's really interesting.

21:31.83

Christian J Fischer

Why do I get up at six o'clock every day?

21:32.48

ewell smith

Yeah.

21:34.25

Christian J Fischer

Why do I choose not to work out? It works for anything.

21:37.54

ewell smith

Mm hmm.

21:38.99

Christian J Fischer

And then you find out, hey, what are the things which are holding you back? You have a group of people which hold you to account and then sometimes you need the other people, which is the final thing. Number five is, is for me, that's my Northern start.

21:49.99

ewell smith

21:52.48

Christian J Fischer

This is my, whatever you want to call it. Because when I, and I have those actually written in, in our office on the wall, what those five things are, because sometimes I need to remind myself, this is who I really am.

21:59.41

ewell smith

isn

22:04.96

Christian J Fischer

And if I believe this about myself or not, but this is how the world sees me and it's easier to execute on that.

22:13.23

ewell smith

I think the word that would thread this entire podcast together is clarity. I mean, because what you're bringing is clarity to people to give them a pass so they can see that potential so that they can move forward and grow better as a person.

22:23.09

Christian J Fischer

now

22:26.80

ewell smith

understand that network, expand that network, be challenged, all these things.

22:27.36

Christian J Fischer

No.

22:30.28

ewell smith

I mean, this has been a perfect place for us to land this. I've got a couple, one more question for you and then the call to action for people to find you.

22:38.67

Christian J Fischer

Yeah, yeah, sure.

22:41.23

ewell smith

But first the question, what is something that you did in the past that you would like, wish you could undo and that you would coach people on today?

22:51.89

Christian J Fischer

hu That's a really easy question. um and I think it's an industry habit. um ah The industry habit is I always compare chefs to the military. We always feel, show no fear. you know Don't ask any question. Don't show any weaknesses and just suck it up and get it done. and For me, I was in that boat for a very long time. and For me, to to finding out that there is really power in saying, hey, I'm not 100% sure if I understand that.

23:22.89

Christian J Fischer

I'm not sure if i I need some more clarity. Can you give me some more context on this?

23:26.89

ewell smith

Mmhmm.

23:27.22

Christian J Fischer

ah Or, hey, I really need help here. And being or getting to a level that you allow yourself to have other people contribute to to ah your well-being and to your business, for me, that was the hardest thing.

23:41.63

Christian J Fischer

And it's still very hard for me, and I'm still working on it. i still have a hard time getting compliments. I still have a hard time mean with with promoting myself in the marketplace because I feel like it's touting.

23:53.35

Christian J Fischer

and for me so That's for me the one thing. I try to instill this in my kids.

24:00.53

Christian J Fischer

If somebody celebrates you, celebrate with them.

24:04.15

ewell smith

I love that.

24:04.42

Christian J Fischer

If somebody has compassion for you, have compassion with them. and If somebody needs support because they reach out, anger, whatever it is,

24:16.66

Christian J Fischer

It's for me a sign for help and you know, be there and be that help for them. And for me, I wish somebody would have had taught me this, you know, 30 or 50 years ago. um For me that was the turning point of everything.

24:31.28

Christian J Fischer

Because if I had my network and I was vulnerable and said, I just don't understand this.

24:31.43

ewell smith

Yeah.

24:36.29

Christian J Fischer

i I'm not sure if I'm made for this. And somebody said, Christian. And I have it here. And that's my very first business coach or my mentor said, that's a a Christian progress of our perfection.

24:43.55

ewell smith

Yep.

24:47.86

Christian J Fischer

And I have it here as a reminder.

24:47.97

ewell smith

Yeah.

24:49.58

Christian J Fischer

He says, you just got to do. And it's so true for me, if I look back what we started back in 2011, as I started all of this, it's totally different than what we do today. And I know what we're doing five years from now will be totally different than what we do today. Because the more I learn about me and the more I learn about the industry and how we can support the industry, we will evolve. And for me,

25:11.89

Christian J Fischer

All of this is, you know, we have you create on the back.

25:15.98

ewell smith

Yeah.

25:15.97

Christian J Fischer

And for me, create is a reminder every time I'm on a podcast or on a Zoom, that we create in conversation. And you and I, this conversation, there might be somebody listening today, tomorrow, a year from now.

25:23.41

ewell smith

Yeah.

25:29.40

Christian J Fischer

where they said, I never really thought about that. And then i maybe I need to have a conversation because I know, and I honestly believe we create in conversation, the chair I'm sitting on.

25:40.24

Christian J Fischer

Somebody came to somebody and said, I have this amazing idea.

25:40.31

ewell smith

Yeah.

25:43.44

Christian J Fischer

I put chairs on wheels. Can you think I have a chair on wheels? And people go, this is mind-blowing. Why would you put wheels on a chair? And you know, not only that, I have it reclined. And it has arms you can adjust.

25:54.11

Christian J Fischer

And people said, this is just mind-blowing. This is crazy. you know And then there was somebody else who said, This is amazing. I want to build that, share with you. And for me, we create a conversation.

26:04.23

Christian J Fischer

And if people don't know what you're up to, people can support you. If people don't know what you're struggling with, people can support you.

26:08.41

ewell smith

That's right. Hmm.

26:12.40

Christian J Fischer

And if people don't know what you love to celebrate, people don't know how to celebrate with you. So we are creating conversation. That's my reminder. The end of the day is all about conversation and create create a new life, create a new relationship, and create a new impact in anything you do.

26:24.86

ewell smith

26:29.97

ewell smith

I love that. When people don't see what happens with podcasters like yourself and myself, is the conversation that we had, that 20 minute plus conversation we had before this, just talking based on our previous conversation. And then that led to some creative ideas we were talking about doing going forward. So I love it. I love it. All right. Call to action. ah How do people find you? What's the best way for people to find you?

26:54.50

Christian J Fischer

Um, so, uh, everything, if you go to ChristianJFisher.com, uh, we have all of our stuff out there um on the on Facebook, LinkedIn, TikTok, we everywhere just hit us up, tell us that we, um, or they met us through you and we will make sure we take care of them and be here to support. So if you ever need anything, um, we only need a phone call or DM away.

27:18.11

ewell smith

All right, Chef, I appreciate your time here. Folks, i'll and Chef, I'll have you link the main links sters to yours too on the landing page for this for this podcast.

27:22.28

Christian J Fischer

Yep.

27:26.71

ewell smith

And I really do appreciate your insights. It's very helpful and some very wise insights. I love it.

27:33.27

Christian J Fischer

I really appreciate it. Thanks for having me.

27:35.31

ewell smith

Yes, sir. Thank you.

Laid Off After 40? This Career Move Changes Everything

ewell@closethedeal.com (ewell smith) — Sat, 25 Jan 2025 21:48:28 GMT

AI Disrupting The Workplace Creating Concern

It happens more often than you think. You’ve built a career over decades -navigating challenges, delivering results, and becoming an invaluable asset to your company.

Then, out of nowhere, you're blindsided by a layoff. It feels personal, even though it’s not. It’s the corporate world, where decisions are made in boardrooms, not based on loyalty or contributions.

But what if this moment - the one that feels like a setback - could actually be your launchpad to something greater?

You’re not alone in this. Just take a look at the latest headlines:

White-Collar Job Cuts: Why Middle Management Jobs Are Disappearing Forbes - Dec 20, 2024

Boeing issues layoff notices as aerospace giant cuts 17,000 jobs

New Your Post - November 14, 2024

Tech Giants Lay Off Thousands in 2024 to Focus on AI in 2025

CCN – January 17, 2025

The list of major companies laying off staff in the new year, including CNN, Meta, Microsoft, and BP Business Insider – January 25, 2025

The financial, manufacturing, and tech industries, once symbols of stability, are now reshaping their workforce. These aren’t just numbers on a spreadsheet. These are lives, families, and futures being impacted across the globe.

If this is your reality- or you fear it could be—it’s time to reframe the narrative. What if, instead of mourning the loss of a corporate job, you viewed this as the best opportunity you’ve ever had?

Let me introduce you to a career path that's been hiding in plain sight. One where your age and experience aren’t liabilities -they’re your greatest strengths. I’m talking about franchising, a path to business ownership that could turn this unexpected twist into the ultimate pivot for your career.

Forget Everything You Think You Know About Franchising

Let's start by busting some myths. When I mention franchising, you probably picture fast food joints on every corner, right? Maybe you're thinking, "Great, but I can't afford to open a McDonald's." Here's the kicker: most franchises aren't in food at all, and they're far more affordable than you might think.

In my years as a franchise consultant, I've helped professionals find opportunities in the $85,000 to $285,000 range. That's a far cry from the millions you might associate with big-name fast food chains. And with financing options like SBA express loans or 401k rollovers, it's within reach for many laid-off professionals.

The Hidden Gem: Home-Based Franchises

Now, let me introduce you to a sector that's been booming: home-based franchises. We're talking about businesses in high-demand industries like roofing, gutters, painting, plumbing, HVAC, fencing, and lawn care. These aren't just affordable; they're what I call "durable" industries.

Why durable? Simple. AI can't paint your house. A computer can't fix your pipes. These are services that will always need a human touch, making them resistant to technological disruption and economic shifts. Heck, many of these industries did exceptionally well during COVID.

Age: From Liability to Asset

Here's where it gets really interesting, especially if you're in your 40s, 50s, or beyond. In the corporate world, age can unfortunately become a liability. I've had clients tell me heart-wrenching stories of facing subtle (and not-so-subtle) age discrimination during job hunts.

But in franchising? Your age and experience are gold. Those years of honing your skills, learning from successes and failures, building professional networks? They're exactly what makes you an attractive candidate to franchisors. You're not starting from scratch; you're leveraging decades of real-world experience.

The Mindset Shift: From Employee to Owner

Now, let's talk about the biggest transformation I see in my clients. It's not just about owning a business; it's about owning your time and your success. No more waiting for a boss's approval or worrying about the next round of layoffs. You're in the driver's seat.

One client put it perfectly: "For the first time in my career, I feel like I'm building something for myself, not just for a corporation that could let me go at any moment."

But Isn't Starting a Business Risky?

Fair question. Starting any business has its risks. But here's where franchising has a unique advantage: you're not starting from zero. You're stepping into a proven system, complete with training, support, and a roadmap to success.

I like to use a football analogy: Starting a business from scratch is like getting the ball on your own 20-yard line and having to run it all the way down the field. Franchising? You're starting in the red zone about to cross the goal line. The plays have been run before, the strategy is tested, and you've got a whole team backing you up.

Innovation in Unexpected Places

Think franchising is all old-school business models? Think again. Today’s franchises are tech-driven and innovation-focused. For example, I recently showed a client a window cleaning franchise that uses drone technology. They're cleaning 20-story buildings more safely and efficiently than traditional methods. That franchise is capturing jobs others can’t, providing significant savings, and improving safety by eliminating the need for cranes - drastically reducing liability for everyone involved.

It's a perfect example of how franchising can put you at the forefront of industry innovation.

The Million-Dollar Question

Now, the most crucial question you need to ask yourself isn't about money or market trends. It's this: "Is this something I'd genuinely enjoy doing?" I always tell my clients, at the bare minimum, you need to have a real interest in the business. Love what you do, and success is far more likely to follow.

A Two-Way Street

Here's a misconception I often have to correct: you don't just "buy" a franchise. You invest in one, and it's a two-way street. While you're evaluating franchises, they're also evaluating you. They want to ensure you're a good fit for their brand and culture. It's not just about having the money; it's about having the right mindset and skills to succeed.

Your Next Steps

If this has piqued your interest, here's what you can do next:

Take stock of your skills and interests. What industries genuinely excite you?
Research franchise opportunities in those sectors. Look beyond the big names.
Speak with a franchise consultant (like myself) who can provide insights and connections.
Talk to current franchisees in systems you're interested in. Get the real scoop.
Evaluate your financial options. Remember, there are more ways to finance than you might think.

Contact Ewell Smith

Getting laid off can feel like the end of the road. But for many of the professionals I work with, it turns out to be just the beginning. Franchising offers a path to business ownership that leverages your experience, respects your expertise, and could open doors you never knew existed.

So, the next time you look at your layoff notice, try seeing it differently. It might just be your ticket to a whole new world of opportunity. A world where your age is an asset, your experience is valued, and your future is in your own hands.

At the end of the day, in franchising, you're not starting over - you're starting with a strategic, proven playbook building wealth.

Low-Cost Entry: The Shutter House Franchise

ewell@closethedeal.com (ewell smith) — Wed, 15 Jan 2025 11:48:41 GMT

Edward Terry, CEO of The Shutter House, carves a profitable home services niche.

Edward's franchise is simple - you only need one person, maybe two, to get started. It's low cost and in high demand.

Edward Terry's Ten Close The Deal Mindset Success Quotes:

"Experience is one of those challenges that you can't easily overcome. You just have to go through it and learn."
"What we did know was we had a concept that needed to be franchised, but we didn't know what to expect once we had that franchise packaged."
"In life, you have opportunities presented to you all along your path. It’s just whether you take those opportunities—and not all of them are ones you should take."
"I think I took the right opportunities because I love where I am and what I’m doing."
"The ideal candidate for any franchise is someone who has decided they want to take charge of their life, stop working for someone else, and believe in themselves and their abilities."
"Franchising is about modeling a successful concept, packaging it, and finding people to replicate it in other territories."
"When I drove home after deciding to take the leap, I looked at all the businesses around me and realized every one of them started with someone taking a risk and believing in themselves."
"If those people could do it, it’s possible. And if it’s possible, then I should go out and do it for myself."
"If it doesn’t work, you can always go back to collecting a paycheck. But once I made the leap, I never looked back, and I couldn’t imagine relying on someone else for my income again."
"The most rewarding part of franchising is continual learning—figuring out what works, where the support system needs to be, and growing stronger together with your franchisees."

Interested in Shutter House franchise, contact Ewell HERE.

Close The Deal Audio Player:

Close The Deal Podcast - Your First Franchise Episode With Edward Terry

CEO - The Shutter House

Show Notes with Edward Terry - The Shutter House

00:00.95

ewell smith

Disruptors, I want to welcome you to a special episode of Your First Franchise. And I've got a guest named Ed Terry. He is the CEO and the founder of The Shutter House. I want to welcome you to the show, Terry. and I appreciate it. Ed, hold on. My roommate from college is named Terry.

00:19.74

Edward Terry

Yeah. Oh, don't, don't worry about it. and My, my kids are all Terry's and so I've got Alexander Terry Collins, Terry military, and all of them have last names for first names.

00:22.92

ewell smith

00:30.62

ewell smith

Okay. I'm going to start it over.

00:32.25

Edward Terry

Sure.

00:32.74

ewell smith

Okay.

00:33.33

Edward Terry

No worries.

00:33.63

ewell smith

We'll let it run.

00:34.89

Edward Terry

All right.

00:35.04

ewell smith

Okay. All right, Disruptors, I want to welcome you to a special episode of your first franchise. I'm with Ed Terry today. He is the the founder of The Shutter House.

00:47.30

ewell smith

And Ed, I want to welcome you to the show.

00:49.93

Edward Terry

Thank you very much. Thanks for having me.

00:52.35

ewell smith

Now, your your brand is very unique. It's very, very niche. But before we dig into that, and also it's in high demand, especially in the coastal communities. Of of course, it works inland as well. But we're going to come back to that in just a second. I want to ask you, how how many years have you been in business?

01:10.71

Edward Terry

Total I've been in business for over 25 and yeah, I've been in the space for 30.

01:13.94

ewell smith

For 25 years. OK.

01:17.65

ewell smith

Okay, 30 years. Okay, so you got just a little bit of experience. um yeah What would you say is the biggest challenge you've ever faced in your business and how'd you overcome that?

01:20.98

Edward Terry

A little bit.

01:29.48

Edward Terry

Well, I think probably the the biggest challenge is just information and experience and experience is one of those challenges that you can't easily overcome. You just got to go through it. You got you got to learn and and ah you know anything that sells related um you learn.

01:49.47

Edward Terry

from just time in that business.

01:51.72

ewell smith

Mm hmm.

01:52.28

Edward Terry

you know I find learning product information and ah and information about how things are made to be pretty simple, but it's the experience in particular, ah the experience of of franchising a business and not knowing anything about franchising.

02:09.30

Edward Terry

you know And being new to that has been a challenge, yeah.

02:09.40

ewell smith

So that's been that's been a challenge. Yeah. And I work with a lot of emerging brands and people have an idea what they're getting into and it's nothing like what they thought. It's challenging. There's the legal piece of it, getting the financial disclosure documents done. And there's the marketing side of it, which you you use broken networks and you do your own marketing to get the word out, but that's a process and it takes time to develop that.

02:38.63

Edward Terry

It does. And, you know, what we did know was we knew that we had a concept that needed to be franchised and we we planned very carefully for it.

02:45.43

ewell smith

Yeah.

02:48.82

Edward Terry

But we didn't know what to expect once we had that franchise packaged. Well, then the next question and next challenge is what do you do with it?

02:57.13

ewell smith

Yeah. Okay, so let me ask another question, then we can start diving into your franchise and your background a little bit because your background is so extensive and specific to this niche. But who and what are you grateful along that 30 year journey that helped you get you where you are today?

03:14.02

Edward Terry

really Really, my experience, you know, I find God's path for people is is usually ah pretty interesting.

03:16.39

ewell smith

and Okay.

03:22.44

Edward Terry

So I started out in software engineering and ah worked for a shutter manufacturer, helping them get more efficient and more productive and more profitable and ah fell in love with it and decided that from there I would start a distribution company.

03:35.72

ewell smith

Hmm.

03:39.65

Edward Terry

And so I started a distribution company with nothing. And ah now I have customers all over the world. and And then the next challenge, I decided the franchising.

03:51.21

Edward Terry

So if if I look back 30 years ago, this is not where I would have seen myself, but all of the experiences, the software background, the sales background, um the manufacturing background has all brought me to today.

03:56.58

ewell smith

Yeah.

04:05.77

Edward Terry

And i'm I'm very grateful for the people who have taught me those lessons along the way.

04:11.04

ewell smith

Yeah. And, you know and know, you never really quite planned that path. Just the right things fell into the right places.

04:18.93

Edward Terry

That's right.

04:19.05

ewell smith

and But then you had to work at it once you decide that's good for me.

04:22.62

Edward Terry

Yeah, I find in life that you have opportunities and these opportunities are presented to you all along your path of life. It's just whether you take those opportunities and and not all opportunities are opportunities you should take.

04:36.51

ewell smith

Yeah.

04:36.60

Edward Terry

And that's what's really challenging, right? When you're young is knowing which opportunities you should and shouldn't take.

04:43.84

ewell smith

Yep.

04:44.39

Edward Terry

and ah And I think I took the right ones because you know I love where I am. I love what I'm doing.

04:48.64

ewell smith

Mm hmm.

04:50.59

Edward Terry

And so I'm very grateful for that.

04:53.16

ewell smith

So let's talk about the business background you had before you started franchising because that's that's really the foundation of why your your brand is so solid going as an emerging brand going into the marketplace and the the depth of experience you have in this space. um tell us but i mean you You have a huge business in the United States and overseas. Tell us a little bit about that. Just give us a snapshot of what that looks like.

05:20.15

Edward Terry

Yeah. So with, with my distribution company, you know, for the past 20 years I've sold to builders, architects, homeowners, developers, uh, both on the commercial and the residential side. And usually they buy from me because of the level of expertise they get. So these, these are people a lot of times that are searching online for a product that they don't have access to locally.

05:49.24

Edward Terry

They don't have any good information locally. And so they find me online and they find a guy who knows what he's doing, knows what he's talking about and make sure their project's done the correct way and make sure, you know, they, I have a very high success rate of people who I've been selling to for 15 or 16 years and they buy from me because it's always right. It's always the way they want it. And the biggest challenge they have outside of ah selecting the product and buying the product is they don't have anyone to install it.

06:21.78

Edward Terry

And so a lot of times I'm training installation over the phone, ah telling them how you know to install it.

06:21.90

ewell smith

Yeah.

06:28.07

Edward Terry

It's usually a five to 10 minute conversation. It's not extremely difficult, ah but that led me to franchising because you know obviously the next thought was, well, the customers are asking me for installation and turnkey.

06:41.33

Edward Terry

And they've been asking me that for 20 years. I need to try to find a solution because So I started looking and there was no franchise in existence that did what I did. And which was interesting because on the interior, you have lots of shutter companies and people that will do the window treatments on the inside. But on the outside, you have very ah little people. It's hard to even find anybody if you're in, if you're in Atlanta or you're in Dallas, Texas or Nashville, Tennessee, or New Orleans, Louisiana.

07:13.47

Edward Terry

it's hard to find options. And you know to take it a step further, our company is a little unique because we don't just have options. We have every option.

07:24.11

Edward Terry

So ah we don't just have one type of material.

07:24.10

ewell smith

Hmm.

07:27.61

Edward Terry

We have 14 different options for materials and styles. And and so ah the price range can vary. And we have a solution both with price and also with the custom customization that we can do with different materials that simply does not exist anywhere in any city.

07:48.74

ewell smith

Wow, okay, so that tees up the conversation for the for the franchise piece. So you saw the franchise as a way to scale your business beyond what you've been able to do to this point. ah What does it look like for somebody who's considering their franchise? And what are the products, ah you you alluded to it, you got 14 different materials, the the shutters are made of, what is the product range? Because I know you do some interior, but mostly exterior.

08:18.66

ewell smith

to describe the the the the offering and then we can um unpack how the franchise itself functions.

08:25.81

Edward Terry

Absolutely. um So, you know, we've always operated ah since I was first started out in some capacity locally doing retail, doing full service turnkey. And you mentioned scalability. And so that was really the biggest challenge was, you know, within a certain territory there locally, if you're servicing that, there's only so much business. But if you can model that and package it,

08:54.94

Edward Terry

and then find people to run it and manage it, then you can produce that same model all over the country, which is essentially what franchising is.

09:05.75

Edward Terry

As far as the products we offer, exterior shutters kind of gives us the competitive advantage because there's no other franchise that caters to exterior shutters.

09:17.18

ewell smith

Wow.

09:18.31

Edward Terry

There's no other there's no other business in existence that caters to exterior shutters. ah But in addition to that, as you mentioned, we have interior shutters, shades, blinds, motorization, everything for inside the window and outside the window.

09:29.26

ewell smith

Mm-hmm.

09:34.88

Edward Terry

ah We also do shutter hardware.

09:37.35

ewell smith

Okay.

09:37.52

Edward Terry

So ah a big part of our business is shutters that are going to be on hinges and their own hinges either to use them to close ah during in a storm or close for other reasons for privacy or um

09:46.40

ewell smith

Mm-hmm.

09:52.29

Edward Terry

They're up there for aesthetics. So a lot of people, I'd say 95% of the people who put them on hinges are not ever going to close them. They just do it for the looks. They do it because that's kind of creating a curb appeal.

10:04.63

Edward Terry

So exterior shutters, shutter hardware, interior window treatments.

10:04.69

ewell smith

Right.

10:09.39

Edward Terry

And then we also do pergolas. So we have pergolas that have louvers that open and close at different parts of the day for your outdoor living space.

10:12.61

ewell smith

Oh, wow.

10:17.61

ewell smith

That's nice.

10:18.69

Edward Terry

We we also do exterior motorized shades so you can close in your patios, get protection, whether it's protection from the bugs or you just want privacy from the neighbors.

10:30.58

Edward Terry

We have exterior solar shades and we also have exterior awnings and they're motorized as well, um which pretty much people will use on the window to protect from sun certain times of the day.

10:35.50

ewell smith

Okay.

10:43.53

ewell smith

Okay. And in the storm shutter, it's storm shutters and decorative. So people understand, but the majority of your business, what would you say? It's decorative or Okay.

10:54.04

Edward Terry

I would say yeah so probably less than five percent of our overall business is going to be storm related.

11:01.65

ewell smith

Okay.

11:01.74

Edward Terry

ah Most of our business is going on custom homes where shutters are kind of the icing on the cake. They're kind of the final piece. Then this where the architects are trying to make a statement um or on homes where ah people have wood shutters that have rotted and and it's time to replace them.

11:13.94

ewell smith

Gotcha.

11:21.46

Edward Terry

They're tired of having to do that maintenance. And so they come to us for maintenance free, exterior shutters. A lot of people are fixed mounting their shutters, but our higher ticket items, you get into the higher ticket items when people are using hardware because it's a lot more custom and those those tickets seem to be a little bit higher.

11:41.37

ewell smith

Okay, and yeah you were just here in New Orleans and we we met up in New Orleans talking about all this. The the way people um do the business, that was interesting to me.

11:53.24

ewell smith

it You're mostly business to business, is that right?

11:57.71

Edward Terry

Um, on the exterior side, you're going to be more B to B, uh, on the interior side, you're going to be, and with the outdoor enclosures, you're going to be more B to C.

12:01.40

ewell smith

Okay.

12:08.58

Edward Terry

So it's, it's kind of diversified, which is also nice because if one side is maybe takes a dip for a couple months, the other side's usually not the other side's usually, you know, pulling the train.

12:08.93

ewell smith

Gotcha.

12:12.50

ewell smith

Yeah.

12:19.19

ewell smith

yeah

12:21.18

Edward Terry

And so to have both B to B and B to C is an advantage. The clear advantage on the B2B is that that tends to be done through networking, which doesn't cost you anything except your time to reach out and make those connections. And and that's what I love about B2B.

12:40.22

ewell smith

And you're they're connecting with primarily architects and home builders or the other areas as well.

12:44.98

Edward Terry

Yeah. Yeah. There's lots of ways that you can attack it, but you can go directly to the custom builders and normally the architects will

12:52.35

ewell smith

who

12:55.32

Edward Terry

Find out that you worked on the project and they'll say, Hey, I got two other projects for you, or you'll have an architect.

12:57.93

ewell smith

Okay.

13:02.37

Edward Terry

And he heard about you from another architect that you're doing work for that happens to us a lot.

13:06.75

ewell smith

Okay.

13:06.81

Edward Terry

And then that architect is working with four or five builders. And so it just starts to multiply.

13:13.92

ewell smith

Now, your business model is really simple for somebody to get into. What does that look like? Is it is it owner-operator, or are they bringing in and a manager in? And how many people do they need to get started?

13:25.40

Edward Terry

Well, the the nice thing about the business is that you can run it without having a single W2 employee if you want to.

13:32.11

ewell smith

OK.

13:32.46

Edward Terry

And that's nice. It's nice to have that flexibility. You can certainly start out um doing both the sales and the installs yourself. I think it works best with owner operator and maybe that owner operator grows and says, you know, I'm going to put a guy in place of me and I'm going to go develop this territory over here that's you know, an hour away and I'm going to develop a second territory and a third territory.

13:58.58

Edward Terry

I think it's difficult probably to do it as a semi absentee, unless you're planning on being involved in the business, you know, at least half of the time.

14:09.39

ewell smith

Right.

14:09.75

Edward Terry

But, um you know, we're we're open to talking to people, but we certainly if we find something that's not a good fit for someone, we're not going to put them in that situation.

14:18.52

ewell smith

Okay, and what does the investment level look like? to I mean, this is a relatively low investment level for someone to get into this business.

14:27.08

Edward Terry

It is. It's under $100,000 all in.

14:30.55

ewell smith

Okay.

14:30.64

Edward Terry

um you know you can so you can Obviously, you could you could do add-ons and you could go over that if you wanted to, but you can be in this business for around $97,500, which is a low investment.

14:42.46

ewell smith

Okay.

14:44.35

Edward Terry

and it The business is is based off high margins. and so Not only is it low investment, but you're making high margins. You're able to make those high margins in some areas where ah you might find that that your margins are really kind of higher than they are maybe in in our area here just because maybe the the cost of living is higher there.

15:07.88

ewell smith

Mm hmm.

15:08.70

Edward Terry

And so you know what we've seen like in the Northeast is some people are selling at full retail where in the South where we are, we might be selling at a percentage off of retail.

15:13.54

ewell smith

Mm hmm.

15:19.23

Edward Terry

And so, but um the margins are high. they They can be in some cases ridiculously high.

15:27.39

ewell smith

Okay. All right. up so So what does the revenue side look like for someone coming into this? I mean, you're you're still in an emerging brand, but you've got you do have an I in my team.

15:38.06

Edward Terry

Yeah,

15:39.19

ewell smith

You have some numbers that you can reference.

15:41.70

Edward Terry

yeah so we are an emerging brand. ah we We started offering franchises 14, 15 months ago. We currently have four locations operating. um we We have numbers from our prototype um and the prototype numbers are based on a cost plus model, but but based on a franchise model and the way the franchise was packaged, you know, the margins run anywhere between 35 and 40%.

16:16.48

ewell smith

Okay.

16:16.90

Edward Terry

Now this year in the 2025 FDD, we will actually have numbers from our first awarded franchise.

16:18.95

ewell smith

Mm-hmm.

16:25.58

Edward Terry

We'll have his numbers and we'll also have the numbers from the prototype will be converted into a franchise model.

16:26.92

ewell smith

Mm-hmm.

16:32.60

ewell smith

Excellent.

16:32.80

Edward Terry

ah where we'll have numbers from them and also ah from our other two franchises ah that are relatively new as well.

16:42.59

ewell smith

And what markets did you, I mean, you've got going along the Gulf Coast. I know that in Pensacola area. What other areas are you, are you, are you getting going?

16:50.68

Edward Terry

Currently we have a location in Daphne, which is, that's the corporate location, the one that we started five years ago.

16:57.47

ewell smith

It's after Alabama.

16:57.88

Edward Terry

um And then we have Pensacola, that was the first awarded franchise. And then after that, we awarded Nashville. And then we awarded, ah or we didn't award, we actually placed a guy who'd been in the business for 30 years in Auburn, Alabama.

17:15.05

Edward Terry

And so he's covering, ah he's got that territory.

17:15.41

ewell smith

Oh, uh.

17:18.07

Edward Terry

And at the beginning of the year, ah we are talking to franchisees that are ready to to get started and get off the ground in New Orleans, ah Huntsville, Alabama.

17:30.15

ewell smith

that

17:32.86

Edward Terry

and ah in Pennsylvania.

17:35.26

ewell smith

That's awesome. And New Orleans would be a great market. That's my backyard, as you know.

17:39.07

Edward Terry

Yeah, New Orleans would be great.

17:39.38

ewell smith

um So this is the beauty of working with an emerging brand. They're working directly with you. You're getting to know these folks.

17:49.65

ewell smith

You're personally meeting with them so because you're you're vetting them as they're vetting you. ah What type of support are you providing to those folks?

17:59.46

Edward Terry

So it It depends on what's needed, right? So the guy who's in Auburn, Alabama, he doesn't need anything. He's been doing it for 30 years. ah The guy who's going to, or looking to purchase Huntsville, Alabama, he's been running retail and doing interior and exterior shutters for 25 years.

18:08.98

ewell smith

Mm-hmm.

18:18.37

Edward Terry

He's not going to need a lot of guidance, but he's coming to us because he wants to do more than he's doing.

18:18.53

ewell smith

Wow.

18:23.95

Edward Terry

um And let's just talk about, for example, the franchise owner that's in Pensacola. Um, you know, we were very hands-on, he was our first one.

18:35.33

Edward Terry

We were very hands-on with him.

18:35.47

ewell smith

nice

18:36.65

Edward Terry

He did almost $400,000 in his first 12 months, which is crazy because he went from nobody knew the name of the company to all of a sudden he's doing huge projects all over the place.

18:49.37

Edward Terry

And, and now I look at him 14 months later and he does not need me much. You know, I get the occasional text from him and, you know, he'll continue to have my guidance throughout.

19:01.63

Edward Terry

um Then you have the new franchise who opened in November in Nashville, Tennessee, and just got off a call with him a little while ago.

19:06.63

ewell smith

huh.

19:10.90

Edward Terry

We have weekly calls that go an hour to an hour and a half, and um he's still learning, learning the landscape. ah where' We're going through this together. I'm seeing you know where he needs help, where he doesn't need help.

19:24.51

Edward Terry

And so you know franchises that come on right now as an emerging brand,

19:29.77

ewell smith

Okay.

19:29.83

Edward Terry

You do have the ability to do that. And that's some of the stuff that that I'm learning too. When I said earlier about the experience is really kind of the biggest obstacle to overcome.

19:34.70

ewell smith

and yeah

19:41.29

Edward Terry

I'm learning kind of what our support system needs to be. We're going to be there. But the question is, in what capacity do we need to be there and what is effective? And we're learning that as we go as an emerging brand and where we have deficiencies, we're working to make that stronger.

19:58.44

Edward Terry

and ah and and where people need more support, we're working to get them support. So it that's probably one of the most rewarding parts of this is just the fact that it's continual learning for for me as a franchise.

20:12.65

ewell smith

Yeah.

20:15.20

ewell smith

So as you scale and you bring more people in, what makes the ideal candidate for you? Because so people understand who are considering a franchise, they're to edify, to provide some edification there for them. They are, they, a lot of people think they're coming in and they're buying a business. That's not the way this works.

20:38.26

ewell smith

They're coming in, they're investigating, learning about your business, but you're doing the same thing with them, and there's gotta be that chemistry, that cultural match for the two of y'all to work together, especially since you're working so closely with them. What does the ideal candidate look like for you?

20:56.15

Edward Terry

You know, I know you know this, but that's that's one of the questions that you get most in franchising.

21:01.48

ewell smith

Mm-hmm.

21:02.23

Edward Terry

Every form you see, every every directory that you're asked to put information about your candidate, they all they always want to know what is your ideal candidate. and And to me, what it seems like is the ideal candidate is the same for all franchises, right?

21:17.71

Edward Terry

I mean, it's somebody who has decided they want to take charge of their life. They've decided that You know, they've worked for someone who made their schedule long enough. They they believe in themselves and their abilities to to be independent, to provide an income for themselves and their family.

21:37.03

Edward Terry

To me, that's the ideal candidate because the ones that we've talked to so far that have not decided ah to become a Shutter House franchisee

21:39.20

ewell smith

Okay.

21:49.73

Edward Terry

What's holding them back is themselves. It's not, it has nothing to do with the brand. It has to do with they're not ready. They're not at the stage where they're ready or they're, they're nervous about it.

21:55.57

ewell smith

Mhm. Mhm.

22:00.55

Edward Terry

And you don't want to push somebody to do it. So you want to be delicate about it because you don't want somebody to make a mistake. If they're not ready and committed, they're not going to be a good candidate.

22:11.61

Edward Terry

So I think the ideal candidate is the same for all franchises.

22:12.10

ewell smith

That's right.

22:16.07

Edward Terry

I think what it comes down to is. is what is it that they can find themselves being passionate about?

22:19.69

ewell smith

Mhm.

22:24.26

Edward Terry

Is it selling flowers? you know is it Is it selling milkshakes, making milkshakes and making people happy that way? Or you know a lot of people have interest in home improvement and they have they they like that.

22:37.52

Edward Terry

That's what gets them going. Or maybe they have a background in construction and home improvement. And I think that's where you kind of figure out what your fit is, but you got to start with somebody who's ready to own their own business ah when you're looking for a candidate.

22:52.16

Edward Terry

And some of them I've talked to, they're just not at that stage. They might be, and and I want to be there when they're ready to, ah but the ones that do, you know they they just need to do they need to investigate and do the research on the brand that they're getting involved with, and they need to make sure it's something they can be passionate about for the next 10 years of their life.

22:56.97

ewell smith

Yeah.

23:14.57

Edward Terry

And so I think that um for us, it would be anybody that sees the beauty and and sees how rewarding it would be to take and transform somebody's house.

23:27.74

ewell smith

Mm hmm.

23:28.72

Edward Terry

Because interior shutters and exterior shutters make the biggest difference in a house.

23:28.77

ewell smith

Yeah.

23:33.68

ewell smith

Yeah, simple.

23:34.14

Edward Terry

ah Painting is another thing. I love painting. I love painting a house because literally within three hours, you can make a difference in that room. It looks completely different. It doesn't look like the same room at all.

23:43.91

ewell smith

Yeah.

23:45.07

Edward Terry

And shutters are the same way on the outside of the house.

23:48.53

ewell smith

Absolutely. Absolutely. What is the vision you have for the business going forward?

23:55.96

Edward Terry

Well, I want to grow, I want to grow slow. I don't i don't want to add 30 units a year. That's not really, I don't think that's sustainable. Uh, really, and even if we could sustain adding 30 units a year, I just don't feel like it would be responsible right now. I want to, what we're going to do over the course of the next 12 months is, is strengthen our infrastructure, strengthen our training system, uh, kind of perfect it with these next three franchises that are coming in. You know, we're going to turn around in February and, and most likely have seven locations.

24:35.36

Edward Terry

after less than 18 months.

24:37.30

ewell smith

That's awesome.

24:37.67

Edward Terry

And that's a lot. And it's going to be, we're going to have one that's going to be long distance. It's going to be in Pennsylvania. And so that's that's going to present some more learning opportunities for us.

24:48.00

Edward Terry

And I want to, I'll know when it's right, but when I feel like our infrastructure can ki withstand it, then I'll open that up. But I really want to see by the end of 2025, I think a good number would be between 15 and 20.

25:04.59

ewell smith

ah Okay.

25:04.80

Edward Terry

ah franchises and I think closer to 15 probably is where I'm headed.

25:09.48

ewell smith

That's a sweet spot for you. All right. um What would be your top guidance, now you've been around this for a little while, what would be your top guidance for someone considering your franchise? Be it Shutterhouse or any other franchise?

25:21.35

Edward Terry

The top guidance. I think it's got to be somebody who is willing to work independently, somebody who is is is driven. independently. I think it needs to be somebody who can set goals for themselves and achieve them. I think it needs to be somebody who um has ah good communication skills, can communicate what they're thinking. I think that's a plus. um But somebody who's driven and somebody who who finds a lot of reward

25:57.80

Edward Terry

in ah in achieving those goals that they set for themselves. I think that's huge.

26:01.96

ewell smith

Yeah.

26:03.44

Edward Terry

And you know i would i would just I would say this, anybody who's listening, who's thinking about owning a franchise, I would say this, that when I decided to go out and not receive a weekly paycheck and to provide that for myself, um I drove home.

26:22.72

Edward Terry

I had pretty much come to the conclusion after much deliberation that I was going to go ahead and try it. And I drove down the street and I looked around me and all I saw were businesses.

26:37.04

Edward Terry

And I thought to myself, each one of those businesses took somebody taking a risk and and believing in themselves and stepping out and doing it. Those are independently owned businesses that I'm driving by right now.

26:50.05

Edward Terry

And if those people can do it, it's possible.

26:52.86

ewell smith

Yeah.

26:53.52

Edward Terry

And if it's possible, then i should then I should go out there and do that for myself. And ah and if it if it's not right, then I'll go back to collecting a check at the end of the week and you know lesson learned. And the truth is I never looked back after that ride home that night. I never looked back and I couldn't imagine having to rely on somebody else for my check at the end of the week again.

27:17.47

Edward Terry

27:18.62

ewell smith

That is the perfect place for us to button this up. Folks, if you're interested in the shutter house, get in touch with me. I'm working with Ed and his team, and we'll get you started. Visit yourfirstfranchise.com, yourfirstfranchise.com, and we'll get you started on the process. Ed, I want to thank you for your time today. yeah youve yeah i see I see a ah bright future for you guys.

27:44.18

ewell smith

And I think you will hit that 15 unit mark this year, myself. So I appreciate you.

27:49.44

Edward Terry

Thank you. I appreciate that.

27:50.65

ewell smith

All right.

27:51.24

Edward Terry

Thank you. Merry Christmas.

27:52.45

ewell smith

And Merry Christmas, too.

How To Command Attention with a Success Mindset: Josh York

ewell@closethedeal.com (ewell smith) — Fri, 10 Jan 2025 03:36:00 GMT

Josh York , CEO of GymGuyz, shares how he commands attention so much so Phil Knight , founder of NIKE, responds right away.

This episode of Close The Deal Podcast is a mindset masterclass to command the attention your business needs.

Josh York's 10 Close The Deal Mindset Success Quotes:

"People like to say, think outside the box. I like to think like there’s no box."
"If you don’t quit, you can’t lose."
"Be impatient with action and patient with results because results take time."
"The action takers are the money makers."
"Motivation lasts about 25 seconds. Discipline is what will take you to the top."
"You have to scratch, crawl, bite—do whatever you have to do to get to the top of the mountain."
"If you’re not first, you’re last. We don’t quit because we don’t ever quit."
"The easy way never pays well."
"You need to be willing to do the hard things every day to make success feel easier over time."
"You should always be a student. Always be learning, always be curious, and always ask questions."

Prior Close The Deal Podcast, Your First Franchise edition, with Josh York:

To learn more about GYMGUYZ, contact me.

Close The Deal Podcast with Josh York

CEO - GYMGUYZ

Close The Deal Podcast Show Notes with Josh York

ewell smith

Disruptors, I've got a fun show for you guys, a great show. this is the first This is the first guest from Close the Deal that I'm bringing back for the second time. First time this has happened. And I'm going to tell you why in a moment, but the the the guest today is Josh York.

00:16.19

ewell smith

ah Buckle up your seatbelts because he's going to take us on a ride today. ah He has a ton of energy. his his He's a motivator. And he's also the CEO and the founder of Jim Guys, one of the fastest growing ah fitness franchises in the United States at this moment in time. And Josh, I want to welcome you to Close the Deal podcast.

00:37.61

josh york

Thank you so much. First of all, I appreciate you having me on. I appreciate you having me back and I'm ready to get into some great information and give a great episode to the people.

00:41.74

ewell smith

Yeah.

00:46.32

josh york

So let's do it.

00:47.20

ewell smith

So we're going to run this a little different. and you know For those of you who want to know about Jim Guys, I'm going to have the link in the show notes to that episode, where if you want to learn about that franchise, they can learn about that. go go Go deep dive on that. But today, we're focusing on what does it take to make it in business. And there are a few words we're going to throw at you, and we're going to have you rip on those words. But I want to start with the tire on the back of the wall that's behind you.

01:15.91

ewell smith

um The last time we spoke, I kept noticing that tire and I finally asked you after the episode, what's the deal with the tire on the wall? So I'd love to you to share a couple things. You, obviously there's very much a creative piece to you.

01:33.83

ewell smith

Because that's the small tire on the wall. You also shipped some big tires. Let's start with the big tires and and how why you ship big tires to CEOs, executives around the United States. And then you can talk about the significance of that particular tire. And this is what it takes to get attention in today's world.

01:53.24

josh york

Absolutely. So I like to always say, people like to say, think outside the box. I like to think like there's no box. Okay. And, uh, you know, um, you know, I live this whole model of, you know, fuel your drive and it's, you know, it's the pillars of success within our organization. It's the core values of our company drive. And one day sitting in my ice bath, which I do every single day, 27 degrees in the morning. And I was like, man, you know, it'd be really great.

02:20.03

josh york

If I started shipping people 18 wheeler truck tires, because it just makes a huge statement. And the message I'm going to put on a tire is my driving intensity will leave tread marks all over your floor. We need to connect. And usually I don't give out my secrets, but like, i you know, I don't really mind because I know no one's going to do it.

02:34.37

josh york

Number one, it's very, very expensive. Okay. You're talking about $600 every package.

02:36.60

ewell smith

02:38.89

josh york

Number two, there's a lot of work involved in it. You need special type of bubble wrap. You need expansion wrap. It's a whole process to do. And an 18 wheeler truck tire is very heavy.

02:49.99

josh york

So if you're not working out and exercising, you're most likely not even moving it.

02:49.98

ewell smith

Yes.

02:53.04

ewell smith

Yes.

02:55.19

josh york

Okay. So I was like, I'm gonna start shipping people tires. And the message I'm going to put on there is my drive and intensity will leave tread marks all over your floor. We need to connect. And that was like my kind of way to like get connected with some great people, get on some of the biggest podcasts in the world and really open up some massive doors for me.

03:13.64

josh york

But one day I tried to flip the script a little bit. and said, you know, I want to meet this one person in particularly, but, you know, and i I shared actually with some of the people in my office at the time and they like laughed at me and they said, I was crazy. They're like, there is no way. There is no way you're going to meet him. No way. And I said, I want to meet Phil Knight, the founder of Nike. And let me just tell you something. So I'm very clear. and And for everyone who's listening, the last person you would ever ever want to bet against is me. Okay. You'll lose every single time. Okay. I will outwork you. I will outwork you and I will outwork you. I will do things that you will never do. I never tap out. And you know, literally when you walk into our, our world headquarters, the first thing you see in the wall is we don't quit because we don't ever quit.

04:00.01

ewell smith

Mmhmm.

04:00.96

josh york

And those those people that made those comments that day, of course, they're not even part of the company anymore. Because you know if you don't believe, you're not going to achieve. And I can't obviously have people on my team that don't believe in things I'm going to say. or And if they don't believe in things I'm going to say, the most likely I can believe in what other people have to say. So I went out, got and a big box.

04:19.20

josh york

In that box, I put a heartfelt letter, the 2030 Canvas of Mr. Knight in his younger years, a hardcover copy of his book Shoe Dog, which is the greatest business book you will ever read in your life. I would highly implore you highly to get that book and start reading it. It's just unbelievable business book. And the tire. And I shipped it out.

04:39.86

josh york

Nike stated if you were lucky you would get a package back within six months to a year. Most likely you're not going to get a package back due to the amount of packages Mr. Knight gets because you know he's backed by a veil of corporate protection and he's worth you know 37 plus billion dollars and you're most likely not gonna get in touch with the guy. He's most likely not gonna ship it back to you. Well, man did I make a splash. I got that box back in seven days. Seven days it came back to me signed. Signed the tire, signed The canvas signed the book and I just sat there for a second because I was like, first of all, when the box was coming in my office, I ran to it like a, like, you know, with anticipation of like a five year old child. I couldn't even believe it. I was like, I couldn't even believe it. now Now the one part of this I didn't share is that Nike made it very clear. If you do not put a prepaid box in the box, they're not going to ship it back to you. I didn't want the tire. The tire was to send a statement. He paid to ship the tire back to me.

05:37.29

josh york

So I thought that was pretty cool. So anyway, got everything back and um that's where the miracle really dies, right? Like the magic is really after that point. Most people stop there and they just don't continue. Well, it took me about close to 70 phone calls and I got in touch with this handler. I'm not even going to mention her name because I don't want people looking her up and calling her because she wouldn't like that. And she said that she'd been with him over 30 years and she said,

06:06.59

josh york

Phil Knight pretty much deemed that remarkable and special. He's never been approached in that manner. He's never even received a tire and he would agree to meet. And we were set to meet in 2020, March, and then COVID hit. And that kind of pushed everything off. And we are going to meet. We have not met yet. We are going to meet. It's in the works. But the the point of this story is you have to learn to have developed, you know, develop discipline and be consistent and understand that you have to be inpatient with action and patient with results because results take time.

06:39.97

ewell smith

yeah wow

06:42.05

josh york

Things do not happen overnight. You have to put that work in and understand that there's, there's, you know, there's a price to pay to be able to, you know, have greatness come your way and whatever that greatness may be.

06:53.28

josh york

And, you know, here we are today, you know, I, I, some of the biggest podcasts I've got on, I've sold 78 franchises from. You got to think differently. You got to think differently than everybody else. And that's how I like to think. And that's how I've been doing things the last 17 years.

07:08.62

ewell smith

that That's the creative piece I love.

07:11.32

josh york

Yep.

07:11.04

ewell smith

and and and And you also had to jump in some other hoops too, because that's not a truck tire. You had to do your homework, because I don't think they would accept a full blown truck tire at their headquarters.

07:22.89

ewell smith

and you And you found that out. How do you find that out to do to know that? What dimension of a tire you can shift to the car?

07:29.27

josh york

yeah Honestly, I just I just figured it was just more like me just saying like, you know, there's no way I'm gonna ship an 18-wheeler truck tire to him. It's just too much and you know, you gotta understand like it's almost like it's almost like a little annoying because it's very hard to like get rid of like it's not something yeah, it's not like you just say alright go throw it in the garbage.

07:37.30

ewell smith

07:44.43

ewell smith

Yeah.

07:47.69

josh york

You gotta like you need like two people three people to pick it up or you gotta roll it like it's very heavy.

07:52.72

ewell smith

i Has anybody ever taken the pictures of the tire in your office and showed it to you and sent it to you?

07:58.31

josh york

Yes, actually one person did, one person did.

07:58.00

ewell smith

and that

08:00.71

josh york

one

08:00.82

ewell smith

yeah I would have, I'll tell you what, if I received a tire in my office, I would have that sucker now and on display so I could tell that story because I love the creative piece of that.

08:10.76

josh york

Yep, absolutely.

08:11.73

ewell smith

And talking about, they call those, and in the direct mail world, they call that a clutter buster. you didn't You obliterated everything else. So I love that. All right. So you you I wrote down a list of words.

08:27.92

ewell smith

ah Just to let you kind of rapid-fire on these words. You've already you've already tapped into a couple of those words. um And we started with the creative piece, with the tire. let's And there's no rhyme or reason and in the order of these words. ah But I'm just going to name them one at a time and let you go and see what comes to your mind. Focus is the next word.

08:56.32

josh york

pain

08:57.89

ewell smith

Mm, interesting.

09:02.16

ewell smith

Pain, and and you can elaborate too. I mean, it was yeah, yeah.

09:04.25

josh york

Okay, everybody can I say pain is because

09:04.92

ewell smith

09:09.19

josh york

There's a price to pay and I'll tell you right now, the easy way never, ever pays well, okay? And being focused is one of the most important things because people like to jump all over the place. But along with focus comes pain because you're going to have so many roadblocks, you're going to fall into so many holes, you're going to get ran over, talk about 18 wheeler trucks, you're going to get ran over, forward, back, forward, back, you're going to have... they' See losses are lessons and you're going to have lots of losses.

09:37.56

josh york

It's part of the game is going to happen and you're never ever going to be able to avoid that. But you have to be willing to sacrifice and all this ties in with focus because if you don't quit, you can't lose.

09:45.87

ewell smith

Yeah.

09:51.65

josh york

But it's very hard to be focused when you have all these things constantly being thrown at you over and over and over again.

09:51.50

ewell smith

Yeah. So, One of those things that helps with that is another word that you talk about and and I can relate to um is passion.

10:11.07

josh york

Heart.

10:11.18

ewell smith

but yeah So what is it about, I mean, when you're in the, fitness there are there are some industries, I hear people say, you don't have to love what you do. I disagree. I think you have to at least have a genuine interest.

10:23.60

ewell smith

But when you have passion, it's ah it's a total,

10:24.01

josh york

but love if you love what you yeah If you don't love what you do, it's not going to work, man.

10:29.56

ewell smith

Yeah.

10:30.72

josh york

It's not going to work.

10:30.66

ewell smith

Yeah.

10:31.32

josh york

like i like I don't work. I freaking love what I do.

10:34.97

ewell smith

Yeah.

10:35.38

josh york

like i'm oh I'm here like seven days a week, man. I'm um' i'm here like at seven in the morning, and I'm here until eight o'clock at night, nine o'clock at night sometimes.

10:38.38

ewell smith

Yeah.

10:43.85

josh york

i am i'd like i I love what I do, man.

10:47.22

ewell smith

Yeah.

10:47.81

josh york

And the greatest thing about our business, which makes it even better, is that on the flip side, you get to help people and change lives. So what's more rewarding than that?

10:54.37

ewell smith

Yeah.

10:56.32

josh york

There's nothing in the world more rewarding than that.

10:59.24

ewell smith

and it's contagious too. When you love what you do, people, they flock to it, they do.

11:05.69

josh york

100%.

11:05.83

ewell smith

All right, next word. ah This kind of ties to the first one I asked about, sacrifice. And I saw something recently and you mentioned the word tuna.

11:18.51

josh york

Yeah. So I just recently did a keynote and, um, you know, they asked me to share the story of Jim guys.

11:18.81

ewell smith

yeah

11:24.40

josh york

So pretty much what I did was I shared the story and I left out all the pain. Right. And then I said, and that's pretty much it 10 years of franchising overnight success. And everyone started laughing.

11:35.62

josh york

And I said, Oh guys, I'm so, I'm so sorry guys. I, I left out so much of this story and I had a piece of paper. And I wrote down like 20 things. and we'd we we'd be hear We'd be there way too long if I told them everything. I wrote down 20 things that have happened over the last 17 years in business, 10 years in franchising. And one of them was in the early days, all I would eat was peanut butter and jelly and cans of tuna to save money. Like I'd make a Costco run once a month and I would literally just load up on that. And I can't even look at tuna anymore. I literally vomit or throw up. I can't even look at it.

12:09.81

josh york

But like I did everything in my power to save money so I can put everything back into the business. And that's what allowed me to really you know elevate. And look, I still own 100% of my company. like You know, and again, i I'm a very positive person and I always want to, you know, push and wish positivity on other people. But the fact is, I don't think anyone would ever be able to get to where I got to without taking in an investment. it It's just impossible. you and that You would never be able to do it. There's no way in hell you'd ever be able to do it. And especially the fact that you're not gritty enough to probably even do it because, you know, we created a new category. So that makes it 700 times even more harder.

12:43.03

josh york

than what everyone else did because everyone else takes a path that they understand and they see how to travel, right? Like if you compare, since we're talking about Nike, compare Nike and Under Armour. I have much more respect for Nike than I do for Under Armour. Why? Well, nike Nike clearly shown the path of how you have to grow and what you got to do and Under Armour just followed it. That's it, right? But Nike, the reason Nike has a book called Shoe Dog and Under Armour doesn't is because Nike started that. They created that category and that's what we've done in the fitness space.

13:13.40

ewell smith

100%. All right. The next word, I'm going to go with resilience because you you're tapping into that because when you're paving the path, there's got to be a little bit of resilience there.

13:26.39

josh york

Listen, if you don't have resilience, it's never going to work, man. If you don't have resilience, it's never going to work. all right Like everything you want to achieve in life.

13:38.40

josh york

you must be resilient, okay? Anything that's worthwhile, you have to, okay? You just have to. And, you know, the problem is, it's like, people don't realize, like, sometimes, like, the next day could be the day that changes everything for your life, and you quit the day before because you're soft weak, and you fold like cheap chairs. That's the problem. And you got to understand, you got to hang tight, doggy paddle, and just sit tight and know that things will get better, like,

14:03.15

josh york

You got to scratch, crawl, bite. You got to do whatever you got to do to get to the top of the mountain. It's not easy to do. And if you don't have resilience, you're never going to get there. That's why it's very important to do hard things every day. like the harder the The more discomfort you put yourself in on a daily basis, the more comfortable over time you will become. And it's very important. like I teach my kids. like My kids are freaking animals, man.

14:25.48

josh york

They're just, my kids are on another level. Like it's not even horrible.

14:27.86

ewell smith

no Yeah.

14:28.64

josh york

Like just, cause I brainwashed them. Like I just brainwashed them to understand what it takes to win. And you know, they know, I tell them if you're not first, you're what? They go, we're last. I was like, that's right. Cause we're number one. Right.

14:39.09

josh york

And if, if something happens and like, you know, my oldest was telling me like, it was a short video test. I said, okay, but listen, that's good thing. Right. Like in sports, if you fail and you you don't succeed and you don't win the title, it happens.

14:50.89

josh york

But that, you know, it's a lesson you're learning. Like. It takes a while before you start to win. And that resilience has got to be part of the equation.

15:00.46

ewell smith

And then that folds into the next two words. And ah and you you've taught you have blood into those two words. Discipline is the next word.

15:11.39

josh york

Yeah, discipline is the most important thing. People think you need to be motivated. Motivation will last you about 25 seconds. That's it. Discipline is the number one, hands down, most important thing. If you are not disciplined, you will never do anything well. it's like You know, look, I'm in great shape and I work out.

15:26.94

josh york

I take care of myself. Okay. And you see that you feel like when I walk in a room, you feel that presence. Okay. But it also, it's written on the top of my forehead. You just don't see it that I'm a disciplined person.

15:38.46

josh york

I have grit. I have the ability to have patience and, um and, and wait for things. Cause you know, I've been working out since I'm 15 years old.

15:44.13

ewell smith

Uh-huh.

15:45.25

josh york

I'm 41 and I don't ever miss ever. I don't ever miss ever. you have to have discipline. And that's why I talk about working out. Working out is very important for a couple of reasons. Number one, it helps build the skill of discipline.

16:01.51

josh york

It helps build your physique, which in return will build your confidence, which in return is like a calling card when you walk into a room. And on the flip side, what are the benefits? of Well, you're healthier, your heart's healthier, you have better blood circulation, you don't get sick. I can keep going on. Movement is medicine, but the bottom line is you need to work out an exercise and I can teach you a lot of these skills. ah But discipline is hands down the number one most important.

16:23.02

ewell smith

And time, how's time played in all this?

16:26.93

josh york

Everyone's got the same 24 hours in the day, man.

16:28.60

ewell smith

Mm-hmm.

16:29.27

josh york

It's all how you manage that time. People are like, oh, I don't have time to do this. Please tell us. Don't don't talk to me about that because I always find time. But there's a reason why I wake up a at three twenty nine every day.

16:39.38

josh york

There's a reason, you know, like I number one, it's my quiet time.

16:39.46

ewell smith

Yeah. yeah

16:43.37

josh york

My phone's not blowing up. No one's bothering me except sometimes my international franchise owners. But other than that, you know, I am I am on, you know, I'm on so early because I have to be on so early because if I don't take care of myself Then I can't take care of the rest of the day and I can't be it I can't be you know, the leader that I am, you know And that's why you know people call me the fearless leader because you know, I do what you got to do

17:07.62

ewell smith

And in that leads, ah and I have all these road words written. I've just been checking them off as we're going down the line just because they just naturally happen when we have a conversation like this. Action. I have ah i know what you're going to say there.

17:21.16

josh york

ye Listen, the action takers are the money makers, baby.

17:25.94

ewell smith

fifty

17:26.46

josh york

every Everyone wants to to to win. It doesn't happen without execution. It's action. And people think you need to like do like 700 things every day. No, you don't.

17:37.33

ewell smith

Mm-hmm.

17:37.73

josh york

Do things that move your business forward every day and rinse and repeat that for 10 years.

17:41.55

ewell smith

Mm-hmm.

17:42.99

josh york

You will win. You will win.

17:44.15

ewell smith

Mm-hmm.

17:45.12

josh york

That's what it's about. Nothing.

17:46.19

ewell smith

Yep.

17:46.88

josh york

Rome is not built in a day.

17:47.73

ewell smith

Yep.

17:48.20

josh york

Okay. You can't build a physique in a day.

17:48.67

ewell smith

Mm-hmm.

17:50.04

josh york

You can't build a house in a day. You can't become a doctor in a day. You can't become a lawyer in a day. You can't go from being a baby to a teenager in a day. Doesn't happen. Doesn't work.

18:00.49

josh york

So you got to understand that's what it's about.

18:03.80

ewell smith

Okay. The last one, is is kind of the two words together.

18:08.50

josh york

Yep.

18:08.63

ewell smith

And this plays into what you do with your franchisees, and it's learning slash coachability.

18:18.83

josh york

less man If you are not learning every day, it's a problem. okay And if you're the smartest person in the room, that's also a problem.

18:21.99

ewell smith

Mm-hmm.

18:25.19

ewell smith

Mm-hmm.

18:25.98

josh york

I only put myself at the table with people who are smarter than me, have more money than me, and more successful than me. Because what does that do? That allows to elevate you. And it's very, very important. And that's how you that's how you have that's how you have to grow and develop yourself. Like it's the most important thing. Like if you don't do things like that, you're not going to grow. You should always be a student and you got an ABL. Always be learning. I am always learning and I'm always curious and interested and I ask questions and you have to do the same or you're not going to have success in life. It's very simple.

18:54.58

ewell smith

Yep. 100%. All right. So I got one bonus though. you and ah In Louisiana and New Orleans, we call that land yap, which means a little something extra. The bonus is this. And it's another layer of PR that you do. Cameo.

19:08.94

josh york

Yeah, so you got to put yourself out there.

19:11.14

ewell smith

Yep.

19:12.20

josh york

Yeah. yeah

19:14.28

ewell smith

And by the way, I was flipping through my phone looking for something to to bring to thank one of my clients. And I thought about doing a cameo. And I ran across somebody on cameo named Josh York.

19:26.66

ewell smith

So I'm giving you a chance to promote your cameo appearance on cameo.

19:31.69

josh york

Yeah, like you got to put yourself out there, man.

19:32.02

ewell smith

19:33.37

josh york

If you don't put yourself out there, it's not going to happen, you know, you got to put yourself out there. It's very, very important. And, you know, if you don't, you know, you know, you might be uncomfortable, you might not want to do it. And I felt the same way.

19:46.36

josh york

I, you know, I honestly never ever wanted to do it.

19:46.10

ewell smith

Yeah.

19:49.78

josh york

I think it's weird to do, so like, I just didn't like to do it. But like, you have to do it. If don't,

19:55.03

ewell smith

You did.

19:57.09

josh york

I'm not saying you can't be successful, but you're missing like everything. Like you're missing a huge mark. Now, if you follow me, you will know. I don't share anything with my personal life. I don't share anything, anything like I don't put anything with family, my children, nothing. I don't, I'm not into that. I won't do it. Never will never had. And it's not going to change.

20:14.29

josh york

But, you know, when it comes to business, I promote everything. And also for me, indirectly, it it it also motivates and inspires my franchise owners. That's very important to me too, right? So, you know, if you want to be a good leader, you got to lead by example. And I do that every day and I don't do it by by talking, I do it by demonstrating.

20:24.34

ewell smith

Yep.

20:26.67

ewell smith

Mm hmm.

20:28.40

josh york

And that's very important.

20:30.44

ewell smith

Man, that's my list. i yeah ah we We went right down that list.

20:33.12

josh york

love it

20:35.08

ewell smith

I knew this would be easy to do this list with you because you and I speak the same language. And I appreciate you, Josh. i appreciate You're inspiring.

20:44.08

josh york

I appreciate you.

20:44.88

ewell smith

I love you. I love your clips. people cannot you And this is all about connection. um How can people find you? How can they connect to you with what you do? Just follow you.

20:56.60

josh york

Yeah. If you just go on Google and type in handsome, I come up on every page. ah you can do You can do that. Now you can find me on Instagram, LinkedIn. I'm just typing my name and I come up and you can connect with me. And, uh, you know, most of the time I do respond.

21:10.10

josh york

but if not, my team responds and I still go through it and I see it. So I'm on top of it. But ah yeah, that's the best way to connect with me.

21:15.87

ewell smith

Josh, I appreciate it. ah I'm gonna have the link to your other show. I'm gonna put that video below this video for for the franchise. And folks, if you're interested in the franchise, I'm working with Josh and his team, you can get in touch with me.

21:28.62

ewell smith

Just go to closethedeal dot.com and just hit the Contact Us button. We'll be in touch. Josh, thank you so much and appreciate you, sir.

21:37.53

josh york

Thank you so much. I appreciate you.

6 Smart Paths To Fund Your First Franchise in 2025

ewell@closethedeal.com (ewell smith) — Wed, 08 Jan 2025 13:04:44 GMT

6 Smart Paths To Fund Your First Franchise in 2025 That Will Get You Started Today

One of the things I love most about what I do is helping people realize that franchise ownership is possible for them.

The Myth I Bust All The Time That's Rooted to Financing

As a franchise consultant, one of the biggest questions I hear is, “How do I fund my franchise?” A lot of people assume franchising is out of their financial reach, thinking it’s a million-dollar investment. The truth? Most of the franchises I work with fall in the $85,000 to $285,000 range . Let’s bust that myth— franchise ownership might be a lot more attainable than you think.

It’s a fair question because the financial piece can feel like the most overwhelming part of the process. But here’s the good news: whether you’re leaving the corporate world or transitioning out of military service, there are several franchise financing options available that can help make franchise ownership a reality for you.

Two additional resources for you below:

Two podcast interviews I did with leading franchise financing experts .
A free gift for you - link to my new book - Your First Franchise Roadmap

Why Funding Matters

Before we get into the details, let’s talk about why funding is such a critical part of this journey. Unlike starting a business from scratch, franchising comes with some upfront costs—think franchise fees , equipment, inventory, and other startup expenses. Having a smart franchise funding plan helps you cover these costs and sets you up for long-term success.

It’s Possible...

Now, I know a lot of people think funding a franchise might be out of their reach. But the reality is, there are so many tools and programs out there designed to make this process more accessible than you might think. From small business loans for franchises to creative financing options , there’s a solution for nearly everyone.

6 Proven Paths To Fund Your First Franchise:

1. Personal Savings

Let’s start with the simplest option: your own savings. A lot of people prefer this route because it keeps things clean—no debt, no interest payments.

Why It Works:

No loan applications or waiting for approvals.
You maintain full control without obligations to lenders.
No interest payments eating into your profits.

A Few Things to Consider:

This requires having enough personal savings to comfortably cover costs.
Make sure you don’t wipe out your entire safety net—you still need a cushion for life’s surprises.

2. Small Business Administration (SBA) Loans

SBA franchise loans are hugely popular among franchisees for good reason. They’re backed by the government, which means lenders feel more secure giving you a loan.

Why My Franchise Candidates Love Them:

Lower interest rates compared to traditional loans.
Longer repayment terms, sometimes up to 10 years or more.
The SBA guarantees part of the loan, making approval easier.

Key Types for Franchisees:

7(a) Loan Program : Great for general business purposes, including buying a franchise.
CDC/504 Loan Program : Focuses on bigger assets like real estate and equipment.
SBA Express Loans : Faster approvals, though with lower borrowing limits.

If you’re going this route, make sure your credit score is solid (typically 650 or higher) and come prepared with a business plan that shows lenders why your franchise is a great bet.

My Interview with Dan Pace

Dan Pace, founder of First Financial, shares invaluable insights into SBA franchise loans . He also touches on the benefits of investing in real estate for franchises (beauty, retail, food, etc.) requiring physical space.

3. Veteran-Specific Programs

Veterans, you have solid options available to you. Franchising is a natural fit because the leadership and discipline you bring to the table are exactly what make franchisees successful. In my book, on page 137 , I highlight ten key reasons why veterans excel in franchising.

Programs Worth Checking Out:

VetFran Program : Offered by the International Franchise Association, this program gives veterans discounts on franchise fees and other perks.
SBA Veterans Advantage : Cuts or eliminates fees on SBA loans for veterans and their spouses.

These programs are designed to make it as easy as possible for veterans to transition into business ownership .

In addition to these programs, many of the franchises I work with offer special discounts for veterans. One of the automotive brands I work with even waives the entire $45,000 franchise fee for veterans.

4. Franchisor Financing

Here’s a little-known fact: some franchisors offer their own financing options . It’s often more flexible than traditional loans.

Why It’s a Great Option:

Financing for franchise fees , equipment, and startup costs.
Payment plans tailored to match your business’s cash flow.
Franchisors want you to succeed, so they’re invested in helping you get started.

Just be sure to read the fine print and compare their terms with other franchise financing options before committing.

5. 401(k) Rollovers (ROBS)

Most of the franchise candidates I work with had no idea using their 401(k) was even an option.

A Rollover for Business Startups (ROBS) is a creative way to use your retirement funds to invest in a franchise without paying early withdrawal penalties or taxes. All you’re doing is shifting the asset.

How It Works:

Your retirement funds are rolled into a new 401(k) plan that invests in your business.
You get access to capital without taking on debt.

Why People Choose ROBS:

No monthly loan payments or interest.
Keeps you in full control of your business.

That said, this is a more complex option and comes with compliance requirements, so make sure you work with a professional to get it right.

My Interview with Sara Vrancik

Sara Vrancik, a ROBS expert with Benetrends, breaks down how to use this strategy effectively. Benetrends pioneered the 401(k) rollover method, and Sara shares tips for getting it right.

6. Traditional Bank Loans

Traditional bank loans for franchises are still an option, especially if you have a strong financial history. While they might not have the same perks as SBA loans, they’re worth exploring.

Things to Know:

You’ll need excellent credit.
Be ready to offer collateral.
Interest rates can vary, so shop around for the best deal.
Having a solid relationship with your bank can make a big difference here, so don’t hesitate to build that connection.

My Gift To You

Grab Your Free Copy My New Book - Your First Franchise Roadmap

Here’s My Takeaway for You

If you’re thinking about franchising but the funding piece feels like a roadblock, let me reassure you: there are options. Whether you’re a veteran exploring veteran franchise programs , a corporate professional considering an SBA loan , or someone looking at creative financing options like ROBS or crowdfunding, there’s a path forward.

The key is to take it one step at a time. Let’s connect and talk about what makes sense for you. I'm happy to make a personal introduction to either Dan or Sara - both are superb at what they do.

Franchise ownership is closer than you think, and I’m here to help you get there.

Set Up A Quick Call

I’d love to learn what your passion is...your "why" for considering making a move. Many will never take this simple step to realize their dream of business ownership - this is your first step. So you know, I function much like an executive recruiter, meaning my time is covered by the franchisor; so there’s no cost to you. Here's the link toward being your own boss.

How To Invest in Your First Franchise in 2025: Ewell Smith

ewell@closethedeal.com (ewell smith) — Thu, 26 Dec 2024 01:25:30 GMT

Guest Show Appearance - Brian O'Neill, the W2 Prison Break Show host, interviews Close The DealT Podcast's host and franchise consultant, Ewell Smith on how to invest in your first franchise in 2025.

5 takeaways Ewell shares from his guest appearance on the W2 Prison Break Show. (Your First Franchise special edition):

The "ulcer moment" wake up call at age 24
Finding gratitude
Leading trade associations and rebuilding billions in lost Louisiana Seafood sales following Hurricane Katrina and the BP oil spill
The genuine value of marketing serving others
Side hustle flipped upside down
What is a franchise
Funding options for investing in a franchise
What holds people back from investing in themselves vs working for others
What's necessary in this vey moment

Ready to be your own boss, contact Ewell Smith

Audio - Close The Deal . Com Podcast:

How To Thrive Through Uncertainty in 2025: Meridith Powell

ewell@closethedeal.com (ewell smith) — Tue, 17 Dec 2024 22:54:40 GMT

Meridith Powell, Chair of the National Speakers Association, shares key insights from her new book - Thrive: Strategies to Turn Uncertainty to Competitive Advantage

3 takeaways on this episode of the Close The Deal Podcast:

�� Focus on What You Can Control: "Success isn’t logical—it’s about mindset, not circumstances. The brain is wired for negativity, but when you shift focus to what you can control and block out what you can’t, you take back your power. A relentless vision, reviewed daily, fuels you to move forward even when uncertainty strikes."

��Condition Yourself for Change: "Change is inevitable, and the biggest mistake people make is waiting for it to hit. Embrace the suck—be a realist. Jim Beam survived Prohibition by asking, ‘What if?’ and preparing anyway. Your opportunity lies not in avoiding change, but in being ready for it before it arrives."

�� Progress Powers Potential: "It’s not about perfection—it’s about progress. Every step forward builds confidence and momentum. Whether in business, finances, or relationships, small progress adds up. Focus on making consistent strides, and you’ll find yourself thriving even in the toughest times."

14 Success Mindset quotes with Meridith Powell

"Success is not logical. Success is a matter of focusing your brain on what you can control and forgetting about the rest."
"If you do these nine things over and over, it's a lifestyle. You'll thrive no matter what."
"Uncertainty has no judgment. It isn’t about what happens to you; it’s about getting through it."
"Why does uncertainty always have to be negative? Can’t we see it as an opportunity?"
"The brain is wired for negativity, but if you focus on what you can control, your life will radically change."
"If I had never said, 'I’ll speak to your Rotary Club,' I’d never have found my path. Just do something—anything. That something will lead to something else."
"Change sucks, but if you prepare for it, you’ll navigate through it beautifully. Your greatest opportunity could be on the other side."
"I don’t like golf, but I needed to condition myself for change. If I didn’t learn to play, we’d have nothing to talk about."
"Vulnerability and humbleness are huge. They cost me years in my business because I was too insecure to ask for help."
"I was so lucky to find an editor who said, ‘We’re doing this my way.’ She made me realize a book isn’t about me—it’s about helping others."
"Condition yourself for change. Don’t wait for it to happen. Prepare for what’s coming so you can thrive through it."
"Life isn’t fair. You need to buck up and get yourself through. This is the hand you’re dealt. Deal with it."
"The biggest problem people face in uncertainty is knowing what to do. The fear freezes them. But action removes fear."
"Confidence comes from progress, not perfection. Focus on moving forward, no matter how small the steps."

Visit Meridith Powell's Website:

https://www.meridithelliottpowell.com/

Connect with her on LinkedIn:

https://www.linkedin.com/in/meridithelliottpowell/

Close The Deal Podcast Player

Close The Deal Podcast with Meridith Powell

Author / Speaker

Full transcript with Meridith Powell - Close The Deal Podcast

00:00.00

ewell smith

Our right disruptors, I've got a very special guest today from Asheville, so North Carolina. um She's the chair of the National Speakers Association. She's is a motivational speaker, does about 80 speeches across the United States every year on on the volume of books that she has authored. And today she's going to talk about one of her newest books. So I want to introduce you to Meredith Powell. Meredith, I want to welcome you to Close the Deal podcast.

00:29.73

Meridith

I'm looking forward to being here. Excited about it, you'll.

00:32.51

ewell smith

Yes. So quick, uh, I want to ask you what is the, okay. So first of all, before we get dive into this, the book, the name of the book is called thrive.

00:41.33

Meridith

Yes.

00:42.02

ewell smith

That's about facing challenges and you're in Asheville, North Carolina, one of my favorite cities. My wife is from South Carolina. So we go to the Nash Asheville on a regular basis.

00:53.97

ewell smith

And it was heartbreaking watching what had happened coming from New Orleans seeing and having gone of gone through what we had gone through. We could feel the pain from a distance. How are you all doing and resiliency of Asheville?

01:05.84

Meridith

Yeah.

01:07.72

ewell smith

We know you're going to come back. i want to i love

01:09.81

Meridith

Yeah, I would say that Asheville is kind of ah amazing. The people here are amazing, the the resiliency of the people. But if I have to be honest, and I guess you can relate to this coming from ah New Orleans, it's still really bad.

01:23.60

Meridith

i mean it's you know it's ah It just got up to 30 degrees here, and and it's daytime, which means that people slept in tents last night down and but down in the teens.

01:23.93

ewell smith

Yeah. Wow.

01:35.23

Meridith

and um So it's ah it's it's still very challenging and I was with a few bankers yesterday. We were going through how just hard hit the business community's been. I mean, we lost leaf season.

01:47.00

Meridith

Now we're into the hardest. I mean, imagine, you know, six months, your business has no revenue.

01:52.20

ewell smith

Yeah.

01:52.77

Meridith

Just it's challenging, but Asheville will come back. It's amazing.

01:56.26

ewell smith

Yeah.

01:56.84

Meridith

And and of so many good people are giving so much.

02:02.76

ewell smith

it's It's the volunteers and the people coming in to help that put us back on their feet. And I can say this with confidence, having gone through this, dealing with it with not just the seed and the seaweed industry, which I was a part of, ah you know,

02:19.96

ewell smith

You all will come up you will come back stronger and and Asheville is such a great place. People want to support the town. I know, I believe ah the, what's the, oh ah the Biltmore?

02:33.01

ewell smith

It has reopened correctly.

02:33.26

Meridith

Yes. it's it's yeah it's open It's open for Christmas. Biltmore Village is really completely destroyed, but the Biltmore Estate is open, which is bringing you know you know revenue back in um you know to the economy.

02:39.61

ewell smith

Oh, wow.

02:46.60

Meridith

So slowly things are are similarly things are coming back. you know and There are parts of Asheville that are fine. I mean, if you care about the community, it's a great time to come.

02:58.08

Meridith

The restaurants need you.

02:58.26

ewell smith

I love it.

02:59.92

Meridith

The shops need you. Buy Asheville this year. Look online. It's one of the greatest ways to support.

03:07.19

ewell smith

That is the message right there.

03:08.77

Meridith

Yeah.

03:08.91

ewell smith

Because that's the message we beat the drum on over and over.

03:11.21

Meridith

Yeah.

03:11.55

ewell smith

And I'm glad glad this.

03:12.14

Meridith

I mean, you're going to buy holiday gifts anyway.

03:15.35

ewell smith

Yes.

03:15.84

Meridith

um Why not do it in a way that that helps people who really need it?

03:20.43

ewell smith

That's fantastic. All right. So let's get into the challenge. Besides overcoming Helene, what's the greatest challenge you faced getting going in your business with what you did?

03:31.84

ewell smith

And how do you overcome that?

03:32.42

Meridith

Gosh, the biggest challenge I faced really getting going in in my business is that I really think that the biggest challenge I faced was learning to really ask for help.

03:45.61

Meridith

you know my My business has evolved. I'm not one of those people who decided what she was going to be when she grew up. And you know like we were talking, your dad was a dentist or people decide they want to be a doctor or an attorney or anything like that.

03:52.53

ewell smith

Mm hmm.

03:58.72

Meridith

My business just kept um just kept evolving. I didn't set out to be a motivational speaker. It wasn't really how how I started, but when I look at the challenges, I think it was fundamentally, I didn't have any business training.

04:06.22

ewell smith

Wow.

04:12.36

Meridith

I didn't have any business background. I didn't know how to run a business and I needed help and I needed education and I needed to learn and I waited far too long to realize that asking for help was a strength rather than, you know, rather than a weakness.

04:26.95

ewell smith

yeah

04:28.64

Meridith

But on a regular basis, I've faced every if one of my biggest failures

04:30.49

ewell smith

Yeah.

04:36.08

Meridith

I reached out to a mentor of mine and she said, if you're going to make it in this business, you're going to need to learn to toughen your skin because it is going to get much rougher than this.

04:43.25

ewell smith

Yeah.

04:46.10

ewell smith

Yeah.

04:46.27

Meridith

So I think that about business and I think that about life is that life is challenging and hard. It's about getting through it. It's not about what happened to you.

04:57.25

ewell smith

That's true. The spark, what was the spark that's that triggered you to say, okay, I am gonna become a motivational speaker. How'd that come about?

05:06.54

Meridith

Yeah, I wish there had been a spark. I don't roll like that.

05:10.32

ewell smith

Okay.

05:10.45

Meridith

I am somebody who moves before she thinks.

05:13.23

ewell smith

Ah, okay.

05:13.69

Meridith

And um and that's not always a good thing. But um literally, i I started my business when I was 40 years old, um so a little bit late in today's standards.

05:24.27

ewell smith

Mm-hmm.

05:24.69

Meridith

And I started out as a business strategist. I was writing strategies for companies because that's what I had done in corporate America. And the businesses I worked with had done really well.

05:34.85

Meridith

they had They had really seen exponential growth and somebody said, would you talk to our Rotary Club? Would you talk to our Kiwanis Club? Tell us how you did it. I was so happy to share the message and then somebody tapped me on the shoulder.

05:43.66

ewell smith

Wow.

05:46.97

Meridith

I'm sure now because I was a terrible speaker. and said, you should think about joining the National Speakers Association. And I didn't even know this career existed. And let me tell you why I think this is important is because I'm having this conversation with my nephew right now.

05:55.91

ewell smith

while

06:01.79

Meridith

He's not sure what he wants to do in life. And I think that's the problem. We're all waiting until we know what to do. And my advice to him was just move. Just do something that you're not doing right now because that's something will lead to something.

06:17.94

Meridith

If I'd never started as a strategist, if I'd never said, okay, I'll speak to your Rotary Club, I'd have never found my path.

06:22.14

ewell smith

I love that. I love that.

07:41.93

Meridith

So i mean the reason I think this is so important is I'm talking to my nephew right now. I mean, he's he's barely 30 years old and he's trying to decide what he wants to do with his next career move. He's been studying a job for seven years. He's gone about as high as he can go. And he's and he he said, i I want to do something different. I just don't know what I want to do. And he stalled.

08:03.29

Meridith

And I said, that's the problem is everybody's waiting for what they want to do. and i and ah Hold on, sorry.

08:14.43

Meridith

Rob, I'm doing a podcast and you have the dog in the house with the bell.

08:14.53

ewell smith

That's okay.

08:18.51

Meridith

ah Oh God, sorry, I'm so sorry.

08:18.70

ewell smith

That's all right. That's more that's that's all right.

08:22.27

Meridith

yeah oh it This just wasn't meant to be.

08:22.43

ewell smith

We'll just keep going with it.

08:28.43

ewell smith

This could be a fun podcast. Just let it go the way it is.

08:30.54

Meridith

Yeah, it could be, could be.

08:31.59

ewell smith

is This is life. We're doing exactly what you're talking about doing. Maybe I'll maybe i'll will littlell leave it in here.

08:36.06

Meridith

yeah All right, right i'll start I'll start with my nephew. I think he's got the bell off now. So i feel the reason I think this is so important is because it's like with my nephew, he's barely 30 years old and trying to decide what he wants to do next. He's thought had a great run with his company, but he's as high as he can go. And I said to him, I said, the problem is you're waiting for the right answer rather than just doing something.

09:02.39

Meridith

If I had never um you know started my own business, but never started as a strategist, if I'd never said, I'll speak to the Rotary Club, I'd never know what I want to do.

09:13.50

Meridith

I don't even know if this is what I want to do, but everything is leading to something else. and And I think that's the importance in life. I think so many people get stuck because we're waiting for everything to be perfect rather than just moving to the next step.

09:23.39

ewell smith

Yeah.

09:29.65

ewell smith

I agree 100%. And I fell into that trap in my 30s, up into my 20s. And then things started clicking, but I kept trying. I kept trying until if I finally landed and into what I really enjoyed doing.

09:41.90

Meridith

Yeah.

09:42.15

ewell smith

and ah and And I think that's an important piece too, because I was pursuing the money at a young age. I didn't know what I wanted to do.

09:49.81

Meridith

Sure.

09:51.13

ewell smith

And then my wife finally asked me, I had an ulcer in my first job, that job we talked about before the show, I had an ulcer, my only ulcer I've ever had, because I was in the wrong job, great people, wrong job around me, amazing people around me, but it was the wrong job.

10:00.47

Meridith

yeah

10:04.86

ewell smith

And that's when my wife, then girlfriend, she said, you need to figure out what it is you at least enjoy doing, you know, find out what you love to do, you really enjoy it. So I was very fortunate to figure that out. um Okay, so let's start transition a little bit because this all leads to your books your books which are was it I can't wait to dive into that but before we get there You're in Asheville Let's say you have a client coming to town where I want to I want to help promote your favorite restaurant in town to bring some business Where would you take your client to eat dinner or at breakfast or lunch?

10:34.57

Meridith

Oh, I'd love that.

10:41.48

ewell smith

for to do business

10:42.97

Meridith

Yeah, it's a little um a little restaurant on Tunnel Road. It's kind of like a local's place. The food is phenomenal, but what really makes it is the staff.

10:49.49

ewell smith

That's the best.

10:53.26

Meridith

But my favorite bar none is a little restaurant called Copper Crown in Asheville, North Carolina. Food is amazing.

10:59.73

ewell smith

ah lot

11:00.31

Meridith

The staff is amazing.

11:00.49

ewell smith

Do you have a favorite dish there?

11:02.14

Meridith

The whole vibe is amazing. And I would definitely take a client there. yeah ah Yeah, I eat the um i eat either eat the scallops, but they're famous for their Brussels sprouts.

11:13.35

ewell smith

Okay, I love it. Oh, I gotta bring my wife. she That's one of her favorite things, okay.

11:16.34

Meridith

Yeah. yeah Well, they're you do you need to bring her. They're amazing.

11:21.16

ewell smith

um And then ah along this journey, who or what are you grateful for that helped you get your way to this point? Because you did take some steps and you mentioned one person.

11:32.23

Meridith

Yeah.

11:32.31

ewell smith

Is that it?

11:32.55

Meridith

i Oh my God.

11:33.16

ewell smith

Yeah.

11:33.55

Meridith

I'm grateful for so many people in my life. But if I had to really nail it, down to one, it would bar none be my mother. And the reason for that is that i um aye i we you know like a lot of people, I come from a pretty dysfunctional family.

11:40.87

ewell smith

11:49.85

Meridith

um The youngest of four kids, all the men in my family all died of alcoholism. My dad, both my brothers, my first husband, everything.

11:55.26

ewell smith

Oh wow.

11:58.06

Meridith

But my mother really taught me from a young age getting through that, that life isn't fair and you need to buck up and you need to get yourself through. She never allowed us to make excuses. She never allowed us to whine and she never allowed us to feel sorry for ourselves. is she hurt Her motto is pretty much, this is the hand you're dealt, deal with it.

12:19.78

Meridith

And I am so grateful for those lessons. They have carried me through where I watched others around me allow valid reasons to prevent them from growing.

12:30.54

Meridith

I i didn't think I was allowed to make them an excuse.

12:36.05

ewell smith

Yeah, that's that you you remind me of my wife in a lot of ways.

12:40.70

Meridith

Yeah.

12:40.68

ewell smith

She's yeah she's got that tenacity, that grit, and she grew up dirt poor in South Carolina on the wrong side of the tracks and she got out of a small town.

12:47.77

Meridith

Yeah.

12:50.77

ewell smith

And she worked her way to New Orleans on scholarships and made ah made a life for herself. And then that's how Emily met in grad school.

12:57.40

Meridith

Yeah.

12:58.69

ewell smith

But that, she's been the better part of my half, you know, my my half to help me grow as a person, which I'm very grateful for.

13:02.02

Meridith

Yeah.

13:06.44

ewell smith

um Let's dive into, okay, so you start writing books.

13:11.79

Meridith

Yeah.

13:11.97

ewell smith

Now, you you worked in the corporate world for a while. You started at the age of 40 writing books, is that right? or Or speaking.

13:17.63

Meridith

Right.

13:17.81

ewell smith

And then the books followed.

13:19.65

Meridith

Yes.

13:20.40

ewell smith

Okay. So when you wrote your first book, ah talk to me about that. I'm just curious because I've written two books and the first book, I, even though I know how to do promotions and marketing my whole life, what do you claim to promoting my first book?

13:37.78

ewell smith

The imposter so syndrome actually hit me. I'm like, Oh, that's what this is about. You know, like I was like quality question.

13:43.77

Meridith

Yeah. Yeah.

13:45.70

ewell smith

The second book I've had no problem promoting.

13:47.95

Meridith

Yeah.

13:47.93

ewell smith

The first book, it was so what was the mental part to to say, okay, I'm gonna write a book about this.

13:52.29

Meridith

Yeah, i I was so, like so many things in my life, I was so lucky with my first book. I told you I tend to move before I think. So there wasn't a lot of thought to writing a book. I mean, somebody says you should write a book. And I said, okay, well, I found this fabulous editor. And she said, have you ever written a book? And I said, no. And she said, then we're going to do it my way. And I was like, great.

14:14.82

Meridith

and um And so she said, what do you want to write a book about? And I'm like, I have no idea. And she said, what do people ask you about the most? And at that time in my life, I just started my career. I was mostly in sales.

14:26.17

Meridith

People were asking me how to turn a prospect into a customer and how to turn a customer into an advocate.

14:29.24

ewell smith

Hmm. Hmm.

14:32.65

Meridith

And I said, that's what I want to write about. I want to write this step by step. She said, great. So she gave me a methodology on how to write a book. And and it was so um, reader focused.

14:44.91

Meridith

And I tell you all that because then when it came to promoting the book, it was so easy because I didn't feel like any of that book was about me.

14:52.28

ewell smith

Hmm.

14:54.38

Meridith

It was about the fact that people had asked me for help and I had a way to help them. It was like, I was answering the same question over and over again to people.

14:59.51

ewell smith

I love that.

15:03.16

Meridith

Now I could put it in a book and I could go, Oh, are you stuck here? Here you go. You know? And so it it was just, such a different mindset for me.

15:14.09

ewell smith

That's so interesting you said that because the first book I think I wrote was for me.

15:19.72

Meridith

Yes.

15:20.91

ewell smith

And the second book literally is I became a franchise consultant and all the questions I kept getting asked

15:24.02

Meridith

Uh-huh.

15:30.00

ewell smith

is how I wrote the book. It was easy to write. And then it's easy to promote because it answers the questions. I don't have to, you know, I can give the book here, take a read if you like what you read.

15:36.72

Meridith

Yeah.

15:39.43

Meridith

Yeah.

15:40.46

ewell smith

And then so you, you're able to take that and then what, okay. So then you, you write the first book. yeah You have a home run, the first book, which is rare, very rare.

15:53.37

ewell smith

How, how many books have you written so far?

15:56.46

Meridith

I've written, I'm at 10 right now. I've got the 11th coming out next year.

15:58.44

ewell smith

10.

16:00.84

Meridith

Now, now let me tell you that the only reason I think my book was a home run was because the book was 100% focused on helping other people.

16:06.90

ewell smith

um Yes.

16:11.67

Meridith

And i think I think what you said is so true. I think so often we write books because we want to tell our story or we want to whatever.

16:17.73

ewell smith

Yeah.

16:18.91

Meridith

And I think that's why I think I was so blessed to find that editor who just was like, nope, we're doing it my way. And she taught me the way that makes it comfortable as an author.

16:29.53

Meridith

so But here's the beautiful, the reason I've written 10 books is not because I'm a great writer or an author, was because I learned with the first book how much a book raises your confidence.

16:42.12

Meridith

When people ask me before I wrote the book, how to turn a prospect into a customer, I kind of knew.

16:42.19

ewell smith

Uh-huh.

16:48.41

Meridith

But the moment you title a book that and you decide to write chapters, you have to be so sure of what you think, why you think it, and be able to relay it in a book and commit to it.

16:51.11

ewell smith

Yeah.

17:00.80

Meridith

that then talking becomes really easy. So I would write books if I was the only one who read them because it it's like a way of going to school for me and getting better at at what i and what I do.

17:05.77

ewell smith

Is therapeutic? I find it therapeutic.

17:13.89

Meridith

Yeah, it's very um very very therapeutic.

17:14.72

ewell smith

I mean.

17:17.48

Meridith

In fact, when my last brother passed away, from alcoholism, I called my sister and I said, I said, I know that we should be like mourning right now, but there's no way that six male members of our family have died from alcoholism.

17:30.61

Meridith

And we, we were supposed to tell a message.

17:30.83

ewell smith

Wow.

17:34.66

ewell smith

Yeah.

17:34.80

Meridith

And so my sister and I wrote a book about it. And the books have been sold all over the world, help people all over the world. for But the book was therapeutic for us. We wrote our feelings through our solutions of how to navigate that our solution.

17:43.90

ewell smith

Yeah.

17:49.27

Meridith

And every book feels that way to me. I mean, the reason I wrote thrive and turning uncertainty to competitive advantage is I was struggling and I needed answers.

17:52.16

ewell smith

That's amazing.

17:57.46

ewell smith

Yeah.

17:58.80

Meridith

So I wrote that all out.

18:01.01

ewell smith

So yeah, I want to dive into that book and pull out a few nuggets from that book because that's your latest book, correct?

18:07.57

Meridith

Yeah.

18:08.28

ewell smith

So I want to share with it one more thing. I wrote the first book. I got the bug and I knew I was going to write a second book and I'd started writing that.

18:14.54

Meridith

yeah

18:18.39

ewell smith

And that one is going to be, I ended up leapfrogging and doing a different book on franchise because that became my business and I fell in love with the writing process.

18:21.27

Meridith

Yeah.

18:27.19

ewell smith

And, but now I've got the third book halfway written and I got a fourth one. I know what I want to write about it. So it becomes addictive because it,

18:36.71

Meridith

A bug.

18:39.36

ewell smith

you do feel like you're helping people and serving and then you then it gives you a platform to speak to which is what you built you built a business around that speaking at 80 businesses or conferences a year that's that's a girl all right let's your book called thrive is very timely it's it's written for business people ah before ka before Katrina before Helene

18:45.23

Meridith

Yeah. Yeah.

19:02.98

Meridith

Yeah.

19:03.52

ewell smith

But I'm sure there's elements that probably apply the the mindset of overcoming the challenges of a Haleen.

19:07.28

Meridith

yeah

19:10.57

ewell smith

My mentor said, it doesn't matter if it's a category one or a category five. If it hits you directly, it's a category five, the storm.

19:19.94

Meridith

Yeah.

19:21.29

ewell smith

And a lot of people feel that way in business. They feel like they're getting hammered. And it's ah it's catastrophic to them and they need to figure out how to survive and then start thriving again.

19:34.00

ewell smith

ah yeah Let's talk about that. Let's talk about your book thrive and let's dig a little deeper into it and then we'll we ah button it up because I think the we want to we don't want to give away the whole book.

19:49.40

ewell smith

I want you to help sell some copies.

19:49.83

Meridith

Well, i love um I love what you said there, because I think that is so important too, is that when it comes to uncertainty, oh you know this book I started it before the global pandemic, and um it doesn't have to be uncertainty.

20:02.87

ewell smith

Oh wow.

20:06.34

Meridith

There's no judgment around it. It isn't that I've gone through Helene, so my uncertainty is stronger than somebody who just lost their job.

20:14.97

ewell smith

Yeah.

20:15.37

Meridith

or you know So, uncertainty has no judgment. And this methodology works for for everybody, no matter the size. And yes, it's for personal. In fact, I love that you said that because when I finished the book, I had it all set to go to the publisher.

20:29.70

Meridith

And I was like, wait a minute, the Great Depression didn't end at five o'clock. These people had to go home at night and deal with the Great Depression and their personal lives.

20:35.73

ewell smith

20:37.19

Meridith

So, the last chapter of the book is how to apply the methodology to your personal life.

20:41.51

ewell smith

Mm hmm. Mm hmm.

20:43.63

Meridith

So the reason I wrote the book, the whole purpose of my mission in life now, is that I wrote the book because back in 2016, when the economy was running hot, everybody was saying, we're having our best year on record, but oh, this uncertainty. And I thought, why does uncertainty always have to be negative? And doesn't the world blow up every 50 years or so? Can't we go back and see, we've had gas crisis, we've had rapid inflation, we've had you know we've had wars, we've had, you know you name it.

21:13.16

Meridith

And very few businesses thrive through it. Most disappear.

21:18.60

ewell smith

Mm hmm.

21:18.74

Meridith

And I wanted to figure out why the ones who thrive through it, were there any themes? Were there any commonalities? Were there any things that I could pick up? So I spent six years studying, doing quantitative and qualitative research.

21:32.58

Meridith

And from all that research, I've been able to define a methodology, a literal nine steps.

21:32.65

ewell smith

Wow.

21:37.62

Meridith

What I love about these nine steps is that The biggest problem people have in uncertainty is knowing what to do. They freeze. Even if they want to take action, they the fear freezes them.

21:50.06

Meridith

And this mo methodology takes all the fear out of it.

21:52.68

ewell smith

I love it.

21:52.98

Meridith

What I can say, just do these nine things. If you do these nine things over and over, it's a lifestyle. You'll thrive no matter what.

22:02.35

ewell smith

All right, let's let's unpack, pick your favorite two, or what you'd like to talk about, maybe three if you, you know, it's time, we can do two, whatever you wanna do.

22:06.37

Meridith

Okay.

22:12.20

ewell smith

ah And let's unpack a couple of them and and see where we go.

22:15.05

Meridith

Okay.

22:18.09

Meridith

Well, all nine are my favorite, but I'm going to give you a couple of them.

22:20.10

ewell smith

Okay. All right.

22:21.31

Meridith

Um, you can not, I'm going to start with number one, cause you can't go anywhere without number one.

22:24.36

ewell smith

Okay. Okay.

22:26.44

Meridith

And number one is that you need to understand where you're headed and where you're going. I call it a relentless vision.

22:32.17

ewell smith

Hmm.

22:32.75

Meridith

That's the strategy. Note that is not a vision. That is not a vision board that is stuck in my bedroom. It is not a vision that is hung on your you know break room wall. It is a vision that you are so focused on that when obstacles show up, your mind finds a way to get there.

22:50.28

Meridith

The biggest thing that I learned from my research is that success is not logical. You mentioned that your wife grew up dirt poor in South Carolina. If you look at that logically, she should not be successful.

23:03.82

ewell smith

Mm hmm.

23:04.52

Meridith

The odds were stacked against her, but success isn't logical.

23:07.00

ewell smith

Mm hmm.

23:09.25

Meridith

Success is a matter of of focusing your brain on what you can control and forgetting about the rest. That sounds so simple, but it is, but it is not easy because the brain is wired for negativity.

23:21.30

ewell smith

Mm hmm.

23:23.74

Meridith

It protects us, right?

23:24.68

ewell smith

Mm hmm.

23:26.15

Meridith

So I call it a relentless vision and that means like if you got up with me here in Asheville, North Carolina every morning, you would see the very first thing I do is read my vision. It's a little note card and on that note card is where I see my life, where I see my health, my business, my finances, and my marriage a year from now.

23:45.15

Meridith

um It's funny because I had a number on my finances. I wrote it out a couple of years ago, and I would say I i would retire when my husband and I hit this number. We were at the financial advisor yesterday, and that was the number we hit.

23:58.56

ewell smith

Awesome.

23:58.82

Meridith

I was shocked. I couldn't believe we hit it. We were at dinner last night. My husband said, are you surprised we've done that well? I said, what i said sort of. I said, but not really. I said, that's the number I've had on my um my vision.

24:08.92

Meridith

i read it every I read it three times a day. I read it in the morning.

24:11.75

ewell smith

I love that.

24:12.43

Meridith

I read it at lunch. I read it again before I go to bed. And um so so that, I really, if you took nothing else from this podcast, if I could just get the world to quit focusing on what they can't control and focus on what they can, your life will radically change.

24:20.57

ewell smith

Mm hmm.

24:31.90

Meridith

If you'd have made me write, i when I started researching businesses and I researched hundreds of them, If you'd have made me guess which ones would still be here, I'd have been so wrong because on a piece of paper, the ones that made it shouldn't have made it.

24:41.32

ewell smith

Mm hmm.

24:47.82

ewell smith

Yeah. Wow.

24:49.27

Meridith

You know?

24:50.05

ewell smith

Yeah, 100 percent. um Focus on what you can control. you know There's so many, and the uncertainty piece. I've been through some serious crisis events, lead an industry through crisis events.

25:05.50

ewell smith

One of them being in the BP oil spill when I was head of the seafood industry. And when we came through Katrina with the seafood industry, we knew we would come back because you know stuff gets knocked down, boats get destroyed, they rebuild.

25:19.80

Meridith

yeah

25:23.69

ewell smith

When the BP oil spill happened, there was so much uncertainty or wrapped around it, because nobody knew what does this mean. And for 87 days, that well leaked oil. And halfway through, I'll never forget, one of the famous chefs called me at 6am, I was on the dock down in Venice, the very bottom of the state. And the chef called me, I recognized his voice right away. He's like, you'll, are we going to have an industry left?

25:52.31

ewell smith

And my candid answer was, I don't know, but all we could do was face day by day, the facts that we could control.

26:01.09

Meridith

Yeah.

26:01.40

ewell smith

And the, one of the biggest things we could do is take action to take them on off of reacting, but focus on how can we move forward? And that's exactly what you just described.

26:09.80

Meridith

Yeah.

26:12.24

Meridith

Yeah, whatever.

26:12.22

ewell smith

That's what you just know. What's important is you describe that for your life as a vision every day.

26:15.55

Meridith

Yeah.

26:17.35

ewell smith

What's, which I find fascinating.

26:19.75

Meridith

Yeah. And the reason that that there's that there's five pillars to it is because I'm old enough that when I was growing up, I believed that business and personal were separate. We were told they were completely separate.

26:30.82

Meridith

They're not. If your health is not right, it will impact your business.

26:31.57

ewell smith

Yeah. Yep.

26:35.29

Meridith

If your finances are not straight, it will impact your relationship. Now you need to be perfect in every arena, but what you have to be doing is you have to make progress.

26:40.83

ewell smith

yeah

26:44.49

Meridith

in every single area and know that what you're doing is taking steps in every single area.

26:45.95

ewell smith

Yeah.

26:51.17

Meridith

And that's what you've got to do.

26:51.39

ewell smith

That's a key word.

26:52.68

Meridith

Yeah.

26:52.65

ewell smith

Progress. Progress is everything.

26:53.28

Meridith

Progress.

26:55.16

ewell smith

but I say progress powers potential.

26:55.78

Meridith

it Yeah.

26:58.21

ewell smith

You know, it really does.

26:58.69

Meridith

Yeah. And confidence is where progress comes. I mean, progress builds confidence.

27:02.13

ewell smith

yeah bills yeah yeah okay I love this so we could probably talk an hour just subject what about number two what's if what's the next what's the what's yeah okay okay perfect

27:04.59

Meridith

It's not about achieving a goal. It is about, did I did i did i get closer to what I want to achieve?

27:14.43

Meridith

Yeah. Yeah. Yeah. yeah exactly so so Yeah. So I always, I'll just go right into strategy number two. We'll, we'll do, we'll do, we'll do one and two, because I always tell people that I don't want you to think this book is Pollyanna, like cast a vision. We hold hands. We sing Kumbaya and somehow uncertainty is okay.

27:33.34

ewell smith

ah Sure, that's not how it works.

27:33.64

Meridith

But if your, but yeah, no, but if your mind is strong enough, you're ready for strategy number two. And strategy number two, I love is um it's based on the US military. And if you know anything about the US military, you know that they have a great mantra and the mantra is embrace the suck.

27:52.72

Meridith

And that's not the strategy, but it's the mantra. The strategy is condition yourself for change. But the idea around embrace the suck is that it's not the optimist that survives.

27:58.10

ewell smith

and

28:02.16

Meridith

And it isn't the pessimist. It's the realist. It's the one who goes, you know what? This sucks. I don't like it.

28:07.30

ewell smith

Yeah.

28:07.50

Meridith

But how can I start to work with it and navigate? And the company that we studied through this, in every chapter, I've got a historical company and I've got a modern example.

28:18.09

Meridith

But the historical one is is Jim Beam. and how they survived prohibition. And nobody believed that prohibition would become law, not Jim Beam or any of his competitors. But Jim Beam was a very different type of leader, and he asked himself a very important question, and it's a question all of us should be asking ourselves, and that is, what if? What would I do if prohibition became law? And so even though he didn't believe that would become his reality,

28:45.50

Meridith

He didn't believe that change would come. He got ready anyway. And he bought land in Florida, started growing citrus. He um he ah invested in in the mining industry. So when prohibition became law, he was ready.

28:58.11

Meridith

He had enough revenue streams coming in. Every single competitor that Jim Beam had declared bankruptcy.

29:03.67

ewell smith

Wow.

29:04.22

Meridith

And while they were busy cleaning up the mess their lives and businesses had become, he started asking himself, what if again, what would I do if prohibition was repealed?

29:13.42

ewell smith

Huh?

29:13.61

Meridith

and he lined up distributors and investors. And so when prohibition was repealed, he was back up and running in 120 days, a full year ahead of his closest competitor.

29:23.85

ewell smith

That's a great story.

29:24.01

Meridith

So the power of that is we all know change is coming. Why do we wait for it? Why don't we get ready for change now? You know, it was funny. We were out to dinner with some friends the other day and they won't talk about retirement. I'm 61 years old and um and ah they won't talk about retirement. They're like, no, no, no. We're never stopping working. We're never goingnna we're never going to move into a retirement facility or whatever.

29:49.58

Meridith

And I'm like, you know what, whatever, but it's going to come. And then you're going to end up being a burden on your kids and it's going to be a mess. I mean, you can't, some change sucks and you cannot stop it.

30:02.09

Meridith

But if you prepare for it, you will navigate through it beautifully.

30:02.12

ewell smith

Mm-hmm.

30:06.20

ewell smith

Yes.

30:06.53

Meridith

And your greatest opportunity could be on the other side.

30:10.78

ewell smith

I, I, man, it changes coming and the challenges come with it and you have to run towards those challenges.

30:15.84

Meridith

Yes.

30:18.22

ewell smith

Yep.

30:18.44

Meridith

Yeah.

30:19.26

ewell smith

Yep.

30:20.09

Meridith

Yeah.

30:20.08

ewell smith

And, and face them head on.

30:21.87

Meridith

Yeah. You know, I have a, I've got a really good, um, my best friend in the world has six, uh, children and you know you can imagine her entire life was spent raising six kids and her husband was a golf course designer was constantly gone traveling.

30:35.59

Meridith

She didn't play golf because she didn't have time to comb her hair, you know?

30:38.77

ewell smith

yeah

30:39.67

Meridith

And, uh, when her youngest son was in high school, she started to play golf and nobody could believe she was starting to play golf because our husband had tried to get her to play for years but she said to me and i love this it's about conditioning yourself and she said i don't like golf i don't want to play golf but my youngest son is graduating from school i'm about to be in a house with just me and and my husband.

31:01.98

Meridith

And the only thing he does is play golf and loves it.

31:02.42

ewell smith

Yeah. So.

31:05.66

Meridith

If I don't learn to play, we're not going to have anything to talk about. I think it is one of the most, now she's a nut. She's a fanatic. I mean, she's a way bigger golfer than he ever was.

31:11.97

ewell smith

I love it.

31:14.41

Meridith

But my point is she saw the change coming and she got ready.

31:19.40

ewell smith

Wow.

31:20.47

Meridith

You know, rather than sitting there with no kids in the house and nothing in common, you know,

31:20.45

ewell smith

I love it. Yeah, I love it. it Yeah, it's, it's, it's, it's in the relentless vision helps you power through those moments, right?

31:32.66

Meridith

Yeah.

31:35.45

Meridith

Yes. and ah It is, it it is unbelievable how that relentless um vision, it pops an intrinsic motivation because it helps you see go, I don't like this, but let me power through it.

31:36.31

ewell smith

That to adapt to change.

31:51.50

ewell smith

Yeah, you've got me fired up. All right.

31:53.63

Meridith

Yeah.

31:53.58

ewell smith

um Let me ask you an interesting question, then we'll button it up, ah where people can find your book and get in touch with you and so forth.

31:58.39

Meridith

Yeah.

32:02.31

ewell smith

If there was one thing you could have done differently, what would that have been? And how would you you coach people to that?

32:13.57

Meridith

You know, if there was one thing that I could have done, oh my god there's a million things that I could have done differently but the biggest is I would have gotten my ego out of the way. I was so insecure in my 20s and my 30s and I really tried to try to

32:22.48

ewell smith

Yeah.

32:28.56

Meridith

I tried to cover that up. And that that prevented me from taking advantage of relationships that could have benefited me, opening doors or taking chances.

32:39.17

ewell smith

Yep.

32:40.74

Meridith

And the insecurity prevented me from wanting to fail. I always had to be the smartest person in the room.

32:44.67

ewell smith

Yeah.

32:46.61

Meridith

I wasn't listening. I wasn't um i wasn't humble.

32:48.22

ewell smith

Yeah.

32:50.56

Meridith

and

32:51.13

ewell smith

I'll guilty of the same.

32:51.73

Meridith

vulnerability and humbleness, they're huge. And they cost me years in my business.

32:57.03

ewell smith

Yeah.

32:59.29

Meridith

The other mistake I made was, and I think this is a ah byproduct of it, it took me too long to find my voice and to ask for what I wanted.

33:05.75

ewell smith

and

33:08.13

Meridith

I was a typical young female.

33:08.38

ewell smith

Wow.

33:09.73

Meridith

I was very passive aggressive. If I worked hard, I thought people should notice. And when they didn't, I i became passive aggressive.

33:13.77

ewell smith

Mm hmm.

33:16.75

ewell smith

Mm hmm.

33:17.11

Meridith

And i I was kind of my own worst enemy in the beginning. So I didn't really hit and really hit my wake up call until about 36 or 37.

33:27.97

ewell smith

Wow, that's amazing. That's, and that's, that's a testament right there. Cause a lot of people, you know, people want, I mean, i coming out of high school and college, I thought, man, I'm going to be a business person, right?

33:39.07

ewell smith

Or, you know, ride the gate and be successful. And I didn't know what the heck was going on until about 29.

33:44.75

Meridith

Yeah.

33:46.28

ewell smith

And then I let, then my career started going and then I found my footing and I had, I had an incredible run.

33:48.59

Meridith

Yes.

33:55.03

ewell smith

but it took a long time so for me to figure that out. And then then there's people like my wife who had it figured out like, how'd you do that?

34:02.65

Meridith

Yeah, yeah, i was now I was not one of those people.

34:04.27

ewell smith

But ah yeah, yeah. All right. Where can people find you for your speaking engagements and your book?

34:13.09

Meridith

Well, I am a big believer in build your network. It will change your life. So if you connect with me, I will connect with you, but you can find me, I tend to live on LinkedIn, um, more than anywhere else, but also reach out to me on my website, just the words value speaker.com.

34:20.28

ewell smith

Yep. yep

34:25.54

Meridith

Just the words value speaker dot.com. And, um, and you know, I write a lot, I shoot a lot of videos, but I find my ideas from engaging with people.

34:36.75

Meridith

So it's a benefit to me if you reach out to me.

34:39.75

ewell smith

I love it. You know, this is better. This has been, fantastic the you know, the best part of my podcasting is the conversations before and after I talk about, I talk about that all the time.

34:46.61

Meridith

Oh, I agree. You learned so much.

34:50.52

ewell smith

And so I'm looking forward to our post conversation. And then, um, and I want to thank you for this time because you got me. motivated just you know i just i love that mindset i love that energy and i know that it's it's the truth and i'm gonna have to read the other seven uh uh points that you have from your book called thrive so thank you for your time i appreciate it all right okay all right

35:12.63

Meridith

That's right. That's rig

Why Bio-One Stands Out in Franchising -Stephanie Ruby

ewell@closethedeal.com (ewell smith) — Sun, 15 Dec 2024 19:44:21 GMT

Stephanie Ruby reveals how the BIo-One Franchise stands out and makes significant impacts.

Stephanie Ruby shares 3 takeaways on this episode of the Close The Deal Podcast (Your First Franchise Episode):

�� "Activity breeds results."

Consistent effort and engagement, even if you're not perfect at first, will always lead to growth and success in your business.

�� "You’re not just in business—you’re in service."

BioOne franchisees make a real difference by offering compassion and professionalism during families' toughest times.

�� "Low investment, high impact."

With startup costs between $120K and $170K, BioOne offers a scalable, home-based model that delivers exceptional ROI and purpose-driven work.

9 Quotes From Stephanie Ruby That Reveal Her Success Mindset With Bio-One:

"Activity breeds results."
"It’s not hard, it just takes activity."
"You don’t need to be good at it initially, but activity will breed results."
"Trust the process and follow the model—that’s why you align with a franchise."
"At the end of the day, half of the battle is just getting out there. So just go."
"We’re dealing with people in their worst of times, and we have to lead with compassion and care."
"Preventing families from being re-traumatized is at the heart of what we do."
"Bio-One stands out because we’re not just about profit—we’re about making a meaningful impact."
"Multiple impressions are key—success in networking comes from showing up again and again."

Interested in Bio One franchise, contact Ewell HERE.

Thank you for visiting, we'd like to gift you a copy of Your FIrst Franchise Roadmap , click here.

Close The Deal Podcast With Stephanie Ruby

Bio-One Franchise

Show Notes for Bio-One Franchise

00:00.77

ewellsmith

Disruptors, I want to welcome you to ah your first franchise podcast. I got a very special guest with me today. Her her name is Stephanie Ruby. She is a development director for Bio One.

00:13.89

ewellsmith

And she comes all the way from Canada, 11 years experience in the franchising world. And you are now based in da Tampa. So Stephanie, welcome to the show.

00:25.93

ewellsmith

And I have a question for you, but you you're in Tampa.

00:27.91

Stephanie Ruby

Yes, yep.

00:29.54

ewellsmith

It's in New Orleans. We're rainy right now. What's it like where you guys are?

00:32.79

Stephanie Ruby

It's hot, it's so hot.

00:34.06

ewellsmith

Hot. I know. I know.

00:35.60

Stephanie Ruby

This is our winter where we don't go outside and we sit inside and we enjoy our air conditioning until it cools down a little bit. And then we go out in the winter when everybody.

00:41.94

ewellsmith

I get it. I get it. I ah get it. And this will probably air later in the fall, but that's OK. All right. So this is my question for you.

00:53.60

ewellsmith

00:56.09

ewellsmith

In Tampa, tams like I mean, I had not been to Tampa in 20 years, and I went there last year. And I was shocked how much it had grown. And it's such a great food town as well.

01:07.65

ewellsmith

When you're doing business, where do you take people to do business to close the deal?

01:14.17

Stephanie Ruby

Ocean Prime.

01:14.43

ewellsmith

the Breakfast, lunch, or dinner?

01:15.68

Stephanie Ruby

Ocean Prime.

01:16.91

ewellsmith

Ocean Prime.

01:17.89

Stephanie Ruby

I prefer business dinner because I do enjoy a glass of wine with you.

01:19.38

ewellsmith

Okay. Okay. I gotcha. I know that's what, and that's how you and I met over, over dinner at one of, at one of your events for five star brands.

01:22.26

Stephanie Ruby

know but

01:28.76

ewellsmith

Yes.

01:28.98

Stephanie Ruby

That's right, yeah.

01:29.20

ewellsmith

So yeah.

01:30.30

Stephanie Ruby

That's how I've met a few people over the years. high yeah

01:33.93

ewellsmith

Now what is it about ocean prom?

01:36.15

Stephanie Ruby

Oh, the food is just so good. I've never been disappointed.

01:38.46

ewellsmith

What's your favorite dish?

01:38.79

Stephanie Ruby

They have scallops.

01:40.81

ewellsmith

Scallops.

01:40.95

Stephanie Ruby

The scallop dish, hands down.

01:42.13

ewellsmith

Yeah. All right.

01:43.07

Stephanie Ruby

Yeah, it's hard to get good fresh seafood, or cold water seafood, I should say, in Florida, but they seem to get the good cold water seafood, so.

01:45.22

ewellsmith

Okay. Yeah. Yep.

01:52.74

ewellsmith

Good deal. All right. My favorite question I always ask is who or what are you grateful for that helped you get you where you are today?

02:01.10

Stephanie Ruby

um My family. um Obviously, my kids, because they're motivators, I have five-year-olds and 11-year-old boys.

02:07.03

ewellsmith

Wow.

02:08.57

Stephanie Ruby

They're just so opposite. So they're my little motivators, my husband, because I wouldn't be able to do what I do without him.

02:14.79

ewellsmith

Mm-hmm. Mm-hmm.

02:17.67

Stephanie Ruby

And then my parents, my sister, my late brother, just they're rocks for me to do everything that I do.

02:27.80

ewellsmith

So the so the the family is the why, and I get it.

02:27.85

Stephanie Ruby

So my family.

02:30.76

ewellsmith

That's important. Yeah, 100%. All right, well, let's dive into the brand. You represent Bio One, a very unique brand. and in When people think of franchising, they're probably never even thought about this as a possibility.

02:44.24

ewellsmith

They're thinking food may be the service sector, but it's usually food, right? And you are in a space that is so niche and so in high demand, but people don't know it's there because it's kind of behind the scenes. So let's unpack Bio One and what it is you do. What is the problem that Bio One saw in the marketplace and how do we solve it?

03:06.93

Stephanie Ruby

Yeah. So it's interesting, right? We're the type of service that for the most part, we hope families never need to know about us, but we are in the background and and we do what we do with compassion, discretion, and care.

03:18.28

Stephanie Ruby

But ultimately at the end of the day, we're a biohazard. So we are a biohazard crime scene and trauma cleanup company.

03:24.82

ewellsmith

Hmm.

03:25.56

Stephanie Ruby

And ultimately we were founded to prevent families from being retraumatized by cleaning up certain situations that they should never have to do.

03:32.22

ewellsmith

Wow.

03:33.61

Stephanie Ruby

So very, very simple model, not always a pretty model, but it's certainly a necessary one because at the end of the day, somebody has to do it and it should have be the families.

03:36.46

ewellsmith

Hmm.

03:44.09

ewellsmith

And it's in in so let's talk about the services that you all provide, because I mean, there's probably different verticals or layers of service um that you cover. And then we'll share how this works for the franchise, because it is a unique opportunity. And there are some folks in this, there are certain people with certain backgrounds that make a great fit. We'll talk about what that looks like toward the end of the show, but it really applies to anybody, but there are certain areas that people really gravitate to do well in this space.

04:14.64

Stephanie Ruby

Yeah.

04:15.36

ewellsmith

um let's Let's look at the services that you all provide. You kind of gave us a broad overview. What are the main areas that you all focus on and what are some unique areas that you all focus on?

04:22.94

Stephanie Ruby

so theyre all So so there's there's so I think there's technically speaking 20 core revenue streams.

04:33.74

Stephanie Ruby

One of my colleagues, she actually jokes around that we do everything from fentanyl to feces and everything in between.

04:39.53

ewellsmith

Oh, oh, wow.

04:41.42

Stephanie Ruby

So yeah, yeah, so the business model

04:43.30

ewellsmith

That's, that's, that's a tagline, fentanyl to feces.

04:45.20

Stephanie Ruby

You're never limited, never limited to the core revenue streams, nor do you ever have to take a job.

04:46.99

ewellsmith

04:51.07

ewellsmith

Right.

04:51.25

Stephanie Ruby

ah Some of our owners have seen some unique things.

04:53.53

ewellsmith

Mm hmm.

04:54.39

Stephanie Ruby

I've heard some unique stories. Some of them live in my head. But but yeah, so there's there's kind of like two different buckets, if you will.

04:57.93

ewellsmith

Mm hmm.

05:02.01

Stephanie Ruby

One would be the biohazard side, which would be

05:02.19

ewellsmith

Mm hmm.

05:05.04

Stephanie Ruby

undiscovered death, decomp, homicide cleanup, suicide cleanup, blood spill, ah the ick stuff, right? And then on the other side of it, we have the hoarding side.

05:15.23

Stephanie Ruby

So we're dealing with usually level three through five hoard. It's kind of the worst of the worst, but our franchise owners, some of them have found rooms in homes that they didn't even know exist.

05:26.18

ewellsmith

Oh, my gosh.

05:26.31

Stephanie Ruby

and So yeah, it can get pretty extensive, but Any and everything, nobody else can, will, but mostly should do.

05:31.35

ewellsmith

Level.

05:35.20

Stephanie Ruby

And so definitely a psychological barrier to entry i hate for most people, because it's not something everybody is okay being exposed to.

05:38.69

ewellsmith

Yeah.

05:43.97

Stephanie Ruby

But then really at the end of the day, the big one for us is, and we say it all the time, but preventing families from being re-traumatized by being left with certain situations. So anything and everything, nobody else can, will, or should do.

05:55.57

ewellsmith

So I'm looking at it from, okay, thats that's from the family side, right? So then you look at it from, I mean, that could be a family death or whatever it is in the house. the yeah but But I'm also looking at like business side, right?

06:07.93

ewellsmith

Hotels. I'm sure they they i'm sure they get they're calling on a service like yours because you never hear what goes on behind the scenes of a hotel, but there's a lot that goes on behind the scenes of a hotel.

06:16.35

Stephanie Ruby

and you to be want So my husband works at a JW Marriott, right?

06:17.86

ewellsmith

Yeah.

06:20.23

Stephanie Ruby

So it's not a horrible hotel.

06:20.25

ewellsmith

Okay.

06:22.12

Stephanie Ruby

It's a decent place. ah They've had to use services like ours for yeah property management, condos, ah gosh, apartment rentals,

06:25.50

ewellsmith

Yep. Every hotel has, every single hotel has.

06:35.00

Stephanie Ruby

Airbnb's I mean, there's just so much opportunity with that side of the business. Yeah It

06:40.73

ewellsmith

So those are two, two main buckets. Are there any other areas that are kind of odd that you all do? What about do y'all do car accidents? Was that followed to the space at all or okay.

06:50.17

Stephanie Ruby

can if there's bio matter and it's depending on the area So so from what I understand some areas like I don't in Florida.

06:53.65

ewellsmith

Okay.

06:56.35

Stephanie Ruby

I don't think I don't, I don't think Florida cares, right? Like they're going to let the weather wash it away.

06:59.45

ewellsmith

Yeah.

07:00.72

Stephanie Ruby

But from what I understand, some areas do.

07:03.26

ewellsmith

Yeah.

07:03.45

Stephanie Ruby

And so there's, yeah, like there's, and so we have franchise owners, they have ah contracts, multi-year contracts with their cities for things like homeless encampments, low income housing.

07:04.54

ewellsmith

There's the watch.

07:13.41

ewellsmith

Gotcha.

07:16.74

Stephanie Ruby

and It's their emergency vehicle decontamination, right? And so there's so much opportunity that it's, it's,

07:21.59

ewellsmith

Gotcha.

07:25.79

Stephanie Ruby

Different owners also have a tendency to gravitate towards different things, like some prefer the crime scene side of the business, others prefer the hoarding, because it's it's, I consider it like reverse Tetris, right?

07:31.86

ewellsmith

Okay.

07:35.58

ewellsmith

Hmm.

07:36.36

Stephanie Ruby

Because there's logistics and organization and very procedural. and And so it's unique too, because you will see based on personality types and preferences, owners leaning towards one side of the business or certain revenue streams that others don't.

07:50.64

ewellsmith

Wow. That they're comfortable with. it So when somebody's going into this, whats what ah what ah what's the training? I mean, obviously this is a very, I know it's a fast ramp up for the industry, which is good.

08:03.00

Stephanie Ruby

Yep. Yep.

08:05.09

ewellsmith

So very what's the what's the ramp up time for somebody to get in this business?

08:08.41

Stephanie Ruby

Not long. So believe it or not, like this is still an emerging industry. So it still has been regulated.

08:12.99

ewellsmith

Okay.

08:14.60

Stephanie Ruby

We were in the space, we are the largest in the space and and we're back by five stars.

08:14.82

ewellsmith

Okay.

08:18.97

Stephanie Ruby

So we're going to continue to dominate. But again, not a lot of regulations. a Very few states have have anything um outside of what we provide, right? And so ramp up period average from signing your agreement to being operational, depending on when you sign, you're looking at 30 to 60 days on average.

08:34.68

ewellsmith

That's fast.

08:35.94

Stephanie Ruby

Yeah. And so the hoarding side of the business we can get going really, really quickly through the online marketing and media. It's just like lead generation, like any other business. Whereas certain jobs, because of the pure, sensitive nature of what we do, we can't market you online.

08:50.82

Stephanie Ruby

Like, you can't use suicide cleanup um for for online AdWords.

08:52.68

ewellsmith

Right.

08:54.52

Stephanie Ruby

And so those will come through referral partners in the community. But I went off track here. Training and support, yeah. So there is...

09:00.68

ewellsmith

we'll come we'll come We'll come back to how y'all help them launch. Yeah.

09:03.81

Stephanie Ruby

Okay. Do you want me to go train and support?

09:05.93

ewellsmith

Yeah, let's keep let's get let's go to training support.

09:07.61

Stephanie Ruby

So we're actually led by Danessa Itaya.

09:07.89

ewellsmith

We'll come back to that.

09:10.73

Stephanie Ruby

I consider her franchise famous.

09:12.77

ewellsmith

Mm-hmm.

09:13.05

Stephanie Ruby

She's been around a long time.

09:13.95

ewellsmith

Mm-hmm.

09:14.01

Stephanie Ruby

She knows what she's doing. and She was brought in to lead the charge for Bio One. And she's built an entire team underneath her. And so from signing your agreement to coming to classroom training, you're going to be working with an onboarding specialist who's going to hold your hand on everything that needs to happen.

09:27.79

Stephanie Ruby

And then so there's a 30-day runway from signing your agreement to coming to classroom training, just taking care of learning the technology, ah getting getting all those little ducks in a row. You come to classroom training.

09:38.16

ewellsmith

Okay.

09:40.06

Stephanie Ruby

Uh, and you're going to be ready to launch and go the moment you graduate. It's actually not uncommon for our owners to already have jobs and or estimates scheduled, uh, by the time they leave.

09:50.79

Stephanie Ruby

And so classroom training, there's an entire day built on networking ranks.

09:54.81

ewellsmith

Okay.

09:55.08

Stephanie Ruby

That's such a huge part of it.

09:56.82

ewellsmith

Mm hmm.

09:57.13

Stephanie Ruby

And I don't consider it selling like this is, you're not selling in this business. We can't knock on doors and say, Hey, let's talk about your crime scene cleanup needs today. It's not how it works. And so we spend an entire day on how to build relationships with local law enforcement, and coroners, medical examiners.

10:11.13

ewellsmith

Mm hmm.

10:11.55

Stephanie Ruby

ah We have them practice in real time, and so we get an entire day spent on on the relationship building.

10:14.37

ewellsmith

Mm hmm.

10:16.91

Stephanie Ruby

Second day is generally spent on on estimating and quoting, because that's a huge part of it. ah So they're practicing that in real time and the technology. But then from there, here's where it gets fun, depending on what you consider fun.

10:30.80

Stephanie Ruby

But Wednesday is mock crime scene cleanup day. Uh, and so they will spray the break room down with sheep's blood. You can get anything on Amazon these days, just so you know, including sheep blood.

10:42.21

Stephanie Ruby

So they'll spray the break room down with sheep's blood. I can't make this up.

10:45.48

ewellsmith

I wasn't I didn't know where you're going that going there with this but yet now we know go ahead

10:46.09

Stephanie Ruby

and

10:50.09

Stephanie Ruby

you know ah you know And so what we do is the, and I went through training. Luckily enough, there was not enough room in the in the crime scene room for me to fit as well, and I wasn't mad at it.

11:02.17

Stephanie Ruby

But so then Wednesday, mock crime scene cleanup, they're going to learn how to don all the PPE, what mask to wear, which glasses to wear, how to double tape, double booty, and to make sure we're on one OSHA safety guidelines.

11:14.49

Stephanie Ruby

right and so So we learn how to don and off the PPE.

11:15.33

ewellsmith

Yeah.

11:17.64

Stephanie Ruby

They're gonna learn how to use the chemicals, the air fogger, they're gonna practice with them. They're gonna learn what goes in red bag versus yellow bag, how to doff the PPE is what it's called to taking it off safely and how to dispose of everything.

11:32.12

Stephanie Ruby

And so they will decontaminate a crime scene. ah From there, we we are in Denver currently and we have multiple owners in the Denver area.

11:35.64

ewellsmith

Wow.

11:39.95

Stephanie Ruby

And so it's really, really common as well for our franchise owners to get to shadow and purchase in jobs in real time.

11:40.15

ewellsmith

Okay. okay

11:46.44

ewellsmith

Wow.

11:47.29

Stephanie Ruby

Yeah.

11:47.37

ewellsmith

so So you mentioned PPE. that's so the okay I've been at this for a while now, and I've gone to a lot of conferences in the franchising world. And you and I met about a year ago at one of those conferences. In the past year, I've seen some great speakers and great presentations.

12:06.44

ewellsmith

And there are those, those that you forget about real quick and they're quick, quick, they're not even in memory breaks, but there are those you never forget. And you're one of those presentations that just stands out.

12:16.49

Stephanie Ruby

picture

12:17.96

ewellsmith

You can't forget it.

12:18.06

Stephanie Ruby

You were the best.

12:19.54

ewellsmith

And I believe in you were wearing your hazmat suit, or is it PPE? What do you, what do you call it? Your hazmat suit?

12:26.07

Stephanie Ruby

The biosuit, yeah. and so and So since then, I picked it up a notch, but I will present in the biosuit just because they're fun, right?

12:28.06

ewellsmith

Biosuit.

12:34.54

Stephanie Ruby

Like, it's you having fun.

12:34.97

ewellsmith

You're in character. Yes.

12:36.73

Stephanie Ruby

so And I listen, I'm all about branding. I don't know if you can see it. I've got my hazard necklace.

12:40.86

ewellsmith

Yep.

12:42.33

Stephanie Ruby

I have another one that says toxic.

12:42.53

ewellsmith

There you go.

12:44.33

Stephanie Ruby

But yeah, no, so I've learned to glamite my PPE up.

12:48.77

ewellsmith

Oh, there you go.

12:49.69

Stephanie Ruby

So I've got like my little bio one. Gland up jacket that I wear now. It's a little too hot to just wear in Florida for sake.

12:55.64

ewellsmith

There you go. Yep. Yep.

12:58.73

Stephanie Ruby

And then I've got my, I haven't, I haven't debuted this one yet. So you guys are getting a sneak peek at my next one.

13:04.14

ewellsmith

Okay.

13:04.59

Stephanie Ruby

I've got my fur bio suit. So you've got the logo on the back. It's fun. You gotta have to have fun with it, but I, it's such a unique brand that one, it just makes it easy to stand out to for those who don't know.

13:10.47

ewellsmith

Yeah.

13:16.25

Stephanie Ruby

I'm really, really tall. So that also helps, but you gotta have fun with the, with the vibe.

13:19.50

ewellsmith

ah and you and And you captivate the audience, and you've you've got you got everybody's attention. And and but for those listening, and the way we learn the way consultants like myself learn about brands is A, we go to these conferences, you all as franchisors make these presentations, and we also get the opportunity to visit a lot of the franchisor's headquarters, and we had a chance to visit Five Star with you guys.

13:42.31

ewellsmith

uh in utah not that long ago so and you and that's something else i should mention here you mentioned five store but five store is a huge uh conglomerate of brands that that started with a painting company involved into all these multiple brands so you get the back end support of some of the best systems and processes in the marketplace.

14:04.04

Stephanie Ruby

100%.

14:04.12

ewellsmith

ah talk so And you all are one of those brands. let's talk about the so i usually i like to lead Normally, I don't leave with, give me a description of how fast it gets to get into the business.

14:17.42

ewellsmith

I led with that question for a specific reason. Most businesses do not get up in 30 to 60 days. The next question I like to use, I lead with what is the investment level to get into this business?

14:30.37

ewellsmith

14:30.93

Stephanie Ruby

So lowest investment level to date, just shy of 120, highest just shy of 170.

14:38.16

ewellsmith

Okay.

14:38.23

Stephanie Ruby

So it's also a ah financially, it's it's an appeasing price point for a lot of people.

14:44.43

ewellsmith

it It is and that's an entry point, but people thinking food they're looking at starting point 350 400 up into the millions, you know, cause they need brick and mortar. Where's this? They can do they work out of their house and then do they eventually get to an office or is it strictly a house business?

14:59.73

Stephanie Ruby

So they'll start from home. ah They don't, sorry, I got fur in my mouth from my bio, I apologize.

15:01.27

ewellsmith

Okay.

15:06.79

ewellsmith

That's all right.

15:06.98

Stephanie Ruby

no We recommend starting from home whenever possible. It is a very quick ramp, home-based business, because at the end of the day, really what they're starting with is two to three part-time technicians, a box truck, and we scale from there.

15:09.94

ewellsmith

Okay.

15:13.06

ewellsmith

Mm hmm.

15:17.80

ewellsmith

Two to three. Okay.

15:21.05

ewellsmith

Okay.

15:21.21

Stephanie Ruby

um So whenever possible, I do encourage them starting from home. I mean, there's a reality though that As they continue to grow and scale and add vehicles and people, they'll probably move into some sort of light industrial space, but it really becomes about parking.

15:29.86

ewellsmith

Yeah.

15:33.31

ewellsmith

Okay.

15:35.33

Stephanie Ruby

That's the big thing, parking in a place to have your guys meet.

15:36.08

ewellsmith

That's the biggest. Okay. so So it only takes, it it's two people plus the owner or is it, ah is the first what do you see happening? Is it somebody starting in the business hiring a person or are they starting with a manager and hiring people?

15:50.63

ewellsmith

What does that look like?

15:51.73

Stephanie Ruby

We see both. ah We see both.

15:52.65

ewellsmith

Okay.

15:53.26

Stephanie Ruby

We are seeing more and more people bring managers to training on the front end um and more and more owners sending managers because the rule of thumb is, and I've heard owner say this is two plus you, right?

15:57.49

ewellsmith

Okay.

16:04.55

Stephanie Ruby

So depending on the size of the job, it's beneficial to have two people doing the work, somebody overseeing for safety purposes. And again, that's depending on the size of the job. I'm a big believer in getting three part-timers as quick as you can, because then you can kind of target who you want to groom up to put in a position that then you are bringing to leadership so that it leaves the franchise owners from having to do every estimate in every and every being on every job site.

16:32.17

ewellsmith

and And there's something else that stood out when talking about your brand. You all but will buy a one pays pretty well. So you do not have a problem finding quality people.

16:42.61

Stephanie Ruby

Usually not, and so we recommend, so who they hire is always up to them, right? I'm a big believer in part-time flex technicians, because if you have a technician that only works when there's jobs, then the cost of that technician is covered by the client when they pays, versus over, if you have a full-time 40-hour weaker, that's considered overhead, right?

17:01.28

Stephanie Ruby

So again, I'm a big believer about who they hire up to them.

17:01.81

ewellsmith

Gotcha.

17:04.15

Stephanie Ruby

We do recommend first responders such as EMTs, firemen, certified nursing assistants, LPNs, veterans, ah People who traditionally will work shift work, so they might be three days on, four days off.

17:17.14

ewellsmith

Okay.

17:17.33

Stephanie Ruby

ah Most of them work second jobs anyways, right? Like they have a side hustle because you don't get paid a lot.

17:22.42

ewellsmith

Okay.

17:22.59

Stephanie Ruby

And so we recommend kind of this profile because one, they have the flexibility. They already have a stomach built in for what we do. outside of classroom training.

17:33.28

Stephanie Ruby

And I haven't seen much, but what I have been told is that once you've seen a few things, you've seen it all. And so that first responder, they've already seen the worst of the worst.

17:41.06

ewellsmith

yeah

17:41.33

Stephanie Ruby

So they have the flexibility. ah They have the stomach. They also have the compassion and care. And going back to, you know, at the end of the day, we're dealing with people in their worst of times. And so we have to lead with compassion. We have to lead with care. And so that's why we recommend who we recommend. Generally speaking, depending on the job, but we can also afford to pay between 30 to 60 dollars per hour. What you will find is people will do more for 50 bucks an hour than they will for 15.

18:08.55

Stephanie Ruby

which is also another really cool but part of the model. And I get excited about this because I've worked for some models that have you need a ton of labor.

18:16.32

ewellsmith

Mm hmm.

18:16.37

Stephanie Ruby

And when you have those high labor models, you're you're all fighting for the same person who's willing to work for 12 to $15 an hour.

18:21.90

ewellsmith

Mm hmm.

18:23.32

Stephanie Ruby

We're not competing in the minimum wage pool.

18:25.56

ewellsmith

Mm hmm.

18:25.99

Stephanie Ruby

So it means it makes it easier to hire. You got higher quality. And again, even if you're you're strapping on a non-breathable bio suit, people are willing to do it for,

18:37.67

Stephanie Ruby

for good money. um

18:38.67

ewellsmith

that yeah that that That makes sense. And I love the model. Let's talk, since you as as we talked about the expense part, um because that's the biggest, probably the expense there is hiring the people for this business. um What's the revenue look like for this business?

18:52.70

Stephanie Ruby

Yeah, so top line revenue, we have our top dog. He does about $1.2 million dollars out of one location. I mean, there's obviously, there's a range in there. ah but our top producers are generally seeing per office location 500 to that 1.2.

19:07.94

ewellsmith

500. Wow. That's awesome. So, ideal candidate. or no Before I get to the ideal candidate, the marketing, starting this up, you alluded to it with the networking. And I was at a networking meeting this morning. I posted it about it today on LinkedIn. um And that is Is that the core piece of the business?

19:27.99

ewellsmith

Because like you said, it'd be hard to advertise for some of the services that you all provide. So it's it's it's networking with the policemen, is working with firemen, EMTs.

19:32.67

Stephanie Ruby

Yeah.

19:37.61

ewellsmith

How else do you all support them from the backside to get them launched?

19:42.82

Stephanie Ruby

Yeah, so so this is another really neat part about the model. And like outside of what the owners do, like our model is really, really cool. Not always pretty, but fairly simple and compared to other models, right? and so In addition to the fact that we have multiple robveins revenue streams, there's actually multiple different ways to generate those leads, right? And so we lay the foundation with the online marketing immediately, right? And so just like any other business, we need a good website and it needs to be micro embedded with keywords that people are searching for in the area to drive traffic to it. We get their social set up. We have all the content and we can do online adwords for certain revenue streams. And so you've got things like hoarding. People will Google search hoarding.

20:20.50

Stephanie Ruby

Reporting, gross filth, animal feces, mold, like the the Google search words, we're going to start generating revenue really, really quickly through online ads, targeted social, just like any other business. ah So that's going to be one branch, right, is the online lead generation. From there,

20:38.76

Stephanie Ruby

again, because of the sensitive nature of some of the jobs. And the reality is too, that when a family is traumatized, they don't know what to search for. All we need is our referral partners to look at the family and say, hey, Bio One can help you.

20:51.41

Stephanie Ruby

And so we're integrating ourselves in the community with ah medical examiners, coroners, EMTs, local law enforcement, funeral homes.

20:56.26

ewellsmith

Mm hmm. Mm hmm.

21:01.32

Stephanie Ruby

Cause the reality is all we need is to be top of mind when they're faced with a family in need. like in property management hotel companies, like those those are all opportunities, property flippers, home inspectors.

21:12.97

Stephanie Ruby

Like there's so much opportunity when you integrate yourself that those trauma jobs are usually coming from referral partners.

21:18.66

ewellsmith

That makes sense.

21:19.12

Stephanie Ruby

What I tell people going through the process, it's not hard, it just takes activity. because And I think in any home service model, what I've seen over the years is you can't go call in a business once or you can't go to one networking event and say, oh, it didn't work for me.

21:32.08

ewellsmith

That's right.

21:34.21

Stephanie Ruby

It didn't work. It takes multiple impressions, just like you and I, how many times in the past year will we've seen each other a lot. But so, and we'll see each other next month. But so it takes multiple impressions for people to remember you.

21:43.41

ewellsmith

that's right

21:46.27

Stephanie Ruby

And so we encourage our owners to do pastry drops, pastry with a please coffee with a coffee.

21:50.84

ewellsmith

Okay, ah yeah.

21:53.33

Stephanie Ruby

If they have a tournament, right? And so usually the local law enforcement will have some sort of fundraiser tournament. ah We get in there, we sponsor it. And so we're,

22:04.19

Stephanie Ruby

We feed them and we sponsor them. There's two things an organization will ever say no to, and that is free food and money for their causes.

22:06.15

ewellsmith

Gotcha.

22:11.52

Stephanie Ruby

ah But our owners, what you will hear is they do it because they want to, they enjoy it, they want to make a difference. And the added value is it pays itself off in brand recognition and revenue.

22:23.27

Stephanie Ruby

22:23.52

ewellsmith

I love it. And all that makes sense. that's that's That makes a lot of sense for the strategy of bringing that to market. And it is true. Networking is ah is a practice skill. And you get better at everything else. You get better at the more you do it.

22:36.97

Stephanie Ruby

everything.

22:37.25

ewellsmith

and

22:37.53

Stephanie Ruby

It's my first conference, which was IFPG years, years, years ago. But my friend I'm an introvert, and people don't believe me. But I remember walking into that room and being overwhelmed by hundreds of people.

22:47.97

Stephanie Ruby

And I'm like, I need to find a safe person. I need to find someone that will talk to me, right? So I remember going back, but you're right. it it's it's You get better every single time. You just have to do it.

22:57.30

ewellsmith

Well, now that you said that, I would have never known. because

23:01.56

Stephanie Ruby

I had my mired spring done years ago. They told me I they had never seen anybody ranked as high on the introversion scale as I am like, but yeah.

23:08.94

ewellsmith

Wow. Well, you've definitely worked on it and overcome that.

23:13.07

Stephanie Ruby

23:13.24

ewellsmith

i Ideal candidate. what okay you you I think you alluded to it. Some could have been people who or have been EMTs or first responders, et cetera.

23:24.60

ewellsmith

ah it But people can come from any profession because it's a very simple business model to learn. What do you see? What's typical? What do you all look for?

23:32.98

Stephanie Ruby

so there's So there's not too much typical at Bio One.

23:36.10

ewellsmith

and Okay.

23:36.82

Stephanie Ruby

There's so much across the board.

23:37.03

ewellsmith

Okay.

23:38.15

Stephanie Ruby

And so, yeah, we definitely have a presence of vets, former first responders, current firemen, ah former firemen, like that first responder profile.

23:38.55

ewellsmith

Okay.

23:43.77

ewellsmith

Okay.

23:49.55

Stephanie Ruby

We definitely have a strong presence of that because they get it. They see the need, right?

23:53.46

ewellsmith

okay

23:53.65

Stephanie Ruby

They've been exposed to it.

23:55.75

ewellsmith

nice

23:55.87

Stephanie Ruby

ah From there, we have multiple franchise consultants that are franchise owners. We've got met and business consultants, real estate agents. see they They are already exposed to kind of the hoarding side of the business and and the gross filth, right?

24:09.67

Stephanie Ruby

And so a lot of real estate agents. Gosh, who else? I've got multiple PhDs. I have someone who was a stay-at-home mom for 18 years.

24:16.78

ewellsmith

Nice.

24:17.35

Stephanie Ruby

Like it is so impressive.

24:17.90

ewellsmith

Wow, it's all over the map.

24:19.81

Stephanie Ruby

One common denominator and what it really comes down to, and you'll hear the owners talk about why they aligned with Bio One, it's because they want to make an impact. They want to give back to the community.

24:29.07

ewellsmith

I love it.

24:30.02

Stephanie Ruby

They like bringing closure to families in need. like They're very altruistic, I would say is the word.

24:36.23

ewellsmith

I love that. All right. Top guidance. You've been doing this for 11 years in the franchise but world.

24:41.36

Stephanie Ruby

24:43.77

ewellsmith

You've seen a lot. What is your top guidance for someone considering or going into the franchise business? What is your top guides? Or even if they get going, what do you where where where where do you steer people?

24:53.89

ewellsmith

How do you guide people?

24:55.78

Stephanie Ruby

with ah with how to be successful.

24:57.70

ewellsmith

Yes, well, yeah, what what is your number one piece of guidance for them going in looking at this and going into it?

25:02.53

Stephanie Ruby

Activity breeds results.

25:04.14

ewellsmith

Okay.

25:04.73

Stephanie Ruby

And I have learned that from a mentor many, many years ago. Going back to your statement, you don't need to be good at it initially, but activity will breed results.

25:10.74

ewellsmith

Yeah.

25:12.05

Stephanie Ruby

And we can come up with the standard answers that we all want, like follow the model, follow the plan.

25:15.56

ewellsmith

Yep, yep.

25:16.33

Stephanie Ruby

you know that That's what it's there for. That's why you align with the franchise. But I would say trust the process. And at the end of the day, activity breeds results. Because again even if you're not good at it, you will learn to be good at it. And really at the end of the day, half of the battle is just getting out there. So just go.

25:32.66

ewellsmith

activity breeds results. That is the perfect place for us to button this up. Stephanie, I want to thank you folks.

25:38.35

Stephanie Ruby

25:38.45

ewellsmith

If you're interested in BioOne, get in touch with me. I'm working with Stephanie and her team and all of her team at Five Storage. Scott Abbott has done put a phenomenal, he puts the resources in behind the brands that he supports and brings into his fold and world-class organization.

25:56.08

ewellsmith

So BioOne, you've got a great job. Love what you do. You do a phenomenal job doing it. And thank you for your time here today, Stephanie.

26:02.67

Stephanie Ruby

um thank you for having me this is fun

26:04.32

ewellsmith

Yep.

26:04.63

Stephanie Ruby

like a

26:05.18

ewellsmith

And so people can get in touch with me, you visit yourfirstfranchise.com, yourfirstfranchise.com, hit the contact us button. I will be in touch. And Stephanie, I will see you in about a month at our national event.

26:19.89

ewellsmith

Thank you. Bye-bye.

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