Built to Finish

"The more I sacrifice of myself, the more of myself I actually find." In this deeply powerful episode of Built to Finish, Steven Pivnik sits down with combat veteran, entrepreneur, keynote speaker, Ironman athlete, and author Scott Lackey for a conversation about identity, pain, resilience, spirituality, and transformation. Scott shares the lightning strikes that changed the course of his life, from losing businesses and rebuilding after failure to discovering that success alone does not make someone whole. Together, Steven and Scott unpack the lessons learned through military service, entrepreneurship, endurance sports, and personal struggle, exploring how pain can become instruction instead of punishment. The episode dives into broken promises we make to ourselves, the importance of discipline, and why audacious goals require micro-level consistency. Scott also discusses the philosophy behind his upcoming book, Wake Up to Die Again, and explains concepts like "walking the lily pads," "the warrior, the poet, and the shepherd," and why becoming who you were meant to be requires sacrifice. This is an emotional, motivational, and thought-provoking conversation for entrepreneurs, athletes, leaders, and anyone navigating transformation in their own life. Key Takeaways Success alone does not make you whole Pain can become instruction instead of punishment Failure teaches lessons success never can Big transformations begin with micro-level consistency Discipline is built through keeping promises to yourself The Ironman journey is won during training, not race day Lightning strikes are moments that permanently change who you are Limiting beliefs are often rooted in self-doubt The gifts we seek are often hidden inside hardship Sacrifice is required to become who you're meant to be Identity struggles affect both entrepreneurs and athletes Spirituality and faith can anchor people during difficult seasons Audacious goals require boring daily steps Authenticity matters more than external validation Resilience is built through repeated adversity Contact Scott Lackey Website: Scott Lackey Official Website Email: [email protected] Book: Wake Up to Die Again

"Think about AI as hiring employees. If 30 people are using AI, you now have 60." In this episode of Built to Finish, Steven Pivnik sits down with Dan Hernandez, founder and CEO of PCS Technologies, to unpack what it really takes to build a scalable, resilient business in one of the most fragmented industries: IT services. Dan shares how he transformed his company from a traditional break-fix model into a high-performing managed service provider, while building a culture of low turnover, strong leadership, and operational independence. He breaks down the importance of pattern recognition, early adoption of trends like cybersecurity and AI, and why most founders stay stuck in the day-to-day longer than they should. Beyond business, Dan's personal journey—from walking 5 million steps in a year to rebuilding his health after years of physical strain—proves that endurance isn't just physical, it's a mindset that carries into leadership and life. This episode is a masterclass in systems, discipline, and knowing when to evolve. Key Takeaways: You can build elite fitness through consistency, not intensity Walking can outperform high-impact training for long-term health Pattern recognition is a core entrepreneurial superpower Early adoption of industry shifts creates outsized advantage Hiring mistakes are expensive but fixable with process Founders must step out of operations to scale past ~$2M Culture and growth opportunity reduce employee turnover EOS (Entrepreneurial Operating System) drives accountability and clarity AI should be treated like adding employees to your business Continuous learning is what sustains long-term success Contact Dan Website: pcstechnology.com Email: [email protected]

"Grit is doing difficult things at the exact moment that you do not want to do them." In this episode of Built to Finish, Steven Pivnik sits down with Reid Tileston, author of Grit It Done, professor, entrepreneur, and Everest summiteer, live from Mount Everest Base Camp. Reid shares his definition of grit, why the people you surround yourself with directly impact your ability to achieve hard things, and how failure can become the fuel that pushes you forward. From business buying and entrepreneurship to cold plunges at 21,000 feet, high-altitude pulmonary edema, and attempting Everest without supplemental oxygen, this conversation explores what it really takes to keep going when motivation fades. Key Takeaways Grit means doing difficult things exactly when you do not want to do them. Your peer group has a major impact on your ability to follow through. Failure can become fuel when you use it to recommit instead of retreat. Founders need to know when to stay focused, when to pivot, and when to test more options. Daily habits like cold water immersion, visualization, and end-of-day reflection can help build grit over time. In business, grit often means doing the extra hard thing that creates a better outcome, like speaking to ten potential buyers instead of one. Contact Reid Follow Reid Tileston's Everest journey on Instagram: @reidtileston Learn more about his book: grititdone.com Connect with Reid on LinkedIn: Reid Tileston

"Success leaves clues." What does it really take to finish what you start when the stakes are high? In this episode of Built to Finish, Steven sits down with Mark Pattison, former NFL player, entrepreneur, former Sports Illustrated executive, Seven Summits finisher, Everest climber, speaker, and host of the Finding Your Summit podcast. Mark shares the mindset shifts that carried him from elite athletics into entrepreneurship and extreme mountaineering, and why consistency, preparation, and mental toughness matter more than motivation. The conversation explores what separates people who finish from people who fade out, how to stay committed on hard days, why success leaves clues, and how Mark rebuilt his identity after football. He also opens up about climbing Everest, raising awareness through Amelia's Everest, and why some of the biggest wins in life come after the chapter you thought would define you forever. Key Takeaways Success is built in stages. Mark's NFL journey was not one giant leap. It was a series of iterations, each requiring him to elevate again. Success leaves clues. One of the best ways to improve is to study people already doing what you want to do. A roadmap matters. Big goals become achievable when you get clear on the destination and the path to get there. Consistency beats intensity. Mark credits repeated daily effort more than flashes of motivation. Preparation reduces resistance. Setting everything up the night before makes it easier to execute when discipline is needed most. Action creates reaction. Forward motion matters, even when you are unsure of the perfect next step. Identity transitions are hard. Leaving the NFL was painful, and Mark had to learn how to create value in a completely different world. Mindset is the separator. Mark believes the people who finish are the ones who keep their eye on the prize and stay locked in when discomfort sets in. Discipline is developed. It is not something you are simply born with. It comes from repetition and doing hard things over time. Your best work may come after your first big chapter. Mark is proud not just of football, but of the body of work he built after it. This is an episode about resilience in the real world, not the polished version, but the kind built through repetition, struggle, discipline, and refusing to stop. Contact Mark Website: markpattisonnfl.com Book: Finding Your Summit on Amazon Podcast: Finding Your Summit

"The compounding effect of time in your business is incredible. Most of the value gets created at the end of that curve. Just stick with it." In this episode of Built to Finish, Steven sits down with Brian Dainis, Founder and CEO of Curotec, to break down what it really takes to scale a business in today's technology-driven world. Brian shares his unconventional path from waiting tables and door-to-door sales to building a global software development firm approaching a $10M run rate. Together, they dive into the realities of early-stage entrepreneurship, the evolution of strategic thinking, and the major shifts happening in technology today. The conversation explores why so many companies are falling behind in AI adoption, the risks of outdated systems, and the critical decisions leaders must make between building custom solutions or buying existing software. Brian also unpacks the concept of technical debt and why imperfect decisions early on can compound into major challenges later. This episode is a must-listen for founders, operators, and executives navigating growth, technology, and long-term scalability. Key Takaways: *]:pointer-events-auto [content-visibility:auto] supports-[content-visibility:auto]:[contain-intrinsic-size:auto_100lvh] R6Vx5W_threadScrollVars scroll-mb-[calc(var(--scroll-root-safe-area-inset-bottom,0px)+var(--thread-response-height))] scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]" dir="auto" data-turn-id= "request-WEB:77749b71-3570-42b7-9a33-8d4aa7a55877-4" data-testid= "conversation-turn-10" data-scroll-anchor="false" data-turn= "assistant"> Most founders spend years figuring things out before gaining real traction Many mid-market companies are running outdated technology AI adoption is happening faster than any previous technology shift Most companies know they need AI but don't know where to start Culture of experimentation is critical for innovation Bureaucracy slows down progress and technology adoption Build vs buy decisions are becoming more complex with AI AI tools are dramatically increasing developer productivity Technical debt is unavoidable and compounds over time Long-term success in business comes from compounding effort CONTACT BRIAN Brian Dainis, Founder & CEO, Curotec Website: https://curotec.com LinkedIn: Search "Brian Dainis Curotec

"Transactions will make you a living. Relationships will make you a fortune." What if the key to explosive business growth wasn't more leads, more calls, or more hustle but deeper relationships? In this episode of Built to Finish, Steven Pivnik sits down with three time New York Times bestselling author Todd Duncan to unpack the philosophy behind High Trust Selling and why relationships outperform transactions every time. Todd shares his journey through personal loss, financial collapse, and rebuilding, and how those experiences shaped a framework that has influenced elite performers across industries. From trust based selling to customer experience, AI powered learning, and building long term client loyalty, this episode is a masterclass in sustainable success. If you want to build a business that compounds through trust, referrals, and meaningful relationships, this episode is for you. Key Takeaways Relationships create long-term wealth while transactions create short-term income Trust is the number one currency in business and referrals accelerate growth Asking fewer but deeper questions dramatically increases conversions The best producers focus on client share, not market share Awareness and thoughtful customer experience create unforgettable loyalty Trust can be learned through active listening and curiosity Follow-up after the sale is the biggest missed opportunity in business AI-powered learning is reshaping coaching, sales training, and performance development Contact Todd Website: https://myfuel.io Email: [email protected] Fuel is a global AI-powered learning platform delivering micro-learning, performance coaching, and interactive avatar-based mentorship across 77 countries.

"The state has a plan for your wealth. If you don't create one, they'll use theirs." Most founders focus on building enterprise value but ignore personal wealth strategy until it's too late. In this episode, Steven sits down with wealth strategist Jim Stryker to break down why exit planning should start years before liquidity. Jim explains how entrepreneurs unknowingly leave millions on the table through poor tax planning, lack of estate structure, and reactive financial decisions. He also shares how founders can model their future financial position, protect assets after an exit, and avoid common mistakes that destroy wealth. If you're building toward a liquidity event, this episode will change how you think about money, taxes, and long term financial architecture. Key Takeaways: • Exit planning should begin 24 to 36 months before liquidity • Most founders lose millions due to poor tax strategy • Growing money in taxable environments is the most expensive option • Post exit wealth protection should prioritize safety, liquidity, then return • Estate planning prevents the state from controlling your wealth transfer • Future position modeling shows how long your money actually lasts • Paying off your house early is not always financially optimal • Financial advisors should diagnose before prescribing products • A second opinion can uncover millions in hidden inefficiencies • True wealth is measured in relationships, not assets Contact Jim: Website: https://theprivateclientcompany.com Education & Resources: https://jimstryker.info Email: [email protected]  

"Confidence does not come before change. Confidence comes because you choose to change." What does real transformation actually look like for founders, leaders, and high performers? In this episode of Built to Finish, Steven Pivnik sits down with Cara Moeller Poppitt, three time bestselling author of Big Freaking Change, entrepreneur, coach, and host of the Big Freaking Change podcast. With a background in dance, entrepreneurship, and leadership coaching, Cara shares a powerful framework for navigating change, overcoming fear, and creating meaningful momentum in business and life. The conversation explores why high performers sabotage themselves, how identity affects founders during exits, and why confidence only comes after action. Cara also breaks down her Cycle of Change methodology, an eight step model designed to help entrepreneurs move from feeling stuck to taking bold action. Steven and Cara also discuss founder psychology, the emotional impact of selling a business, and how reflection and intentional pauses can unlock the next level of growth. If you are navigating change, building toward an exit, or looking to create meaningful progress in the next 90 days, this episode provides a practical roadmap for transformation. Key Takeaways Being stuck is not failure. It is a signal that growth is available Confidence comes after action, not before High performers often sabotage themselves by chasing change without clarity Founders must prepare psychologically for identity shifts after an exit Small momentum building steps create lasting transformation Fear is part of bold change and should be expected Reflection and simmering after success builds long term confidence Transformation starts by identifying the feeling you want, not the outcome You cannot change your environment but you can change your response to it The most powerful change often begins with investing in yourself Contact Cara Website www.bigfreakingchange.com Speaking and Coaching www.caramoellerpoppitt.com Cara offers a free Cycle of Change toolkit along with resources to help entrepreneurs create meaningful transformation in business and life. She can also be contacted through her websites and social media for coaching, speaking, and leadership programs.

"Party isn't something you consume. It's something you create from within." In this episode of Built to Finish, Steven sits down with Evan Cudworth, the world's first "party coach," to challenge everything we think we know about social life, alcohol, and belonging. From his early experiences in rave culture to building his Party Within framework, Evan shares how he transformed external validation into internal energy and how others can do the same. This conversation explores the modern loneliness epidemic, the role of agency in our social lives, and how small shifts like asking better questions or creating connection instead of consuming it can completely redefine how we show up. If you've ever felt drained, disconnected, or dependent on environments or substances to feel on, this episode offers a powerful reframe. The best party starts within you. Key Takeaways • Redefining "party" as intentional human connection rather than substances or environments • The shift from a low agency social life to a high agency one where you create your experience • Real fulfillment and energy can come from connection, not consumption • Better questions lead to deeper conversations and more meaningful social experiences • Growth in social confidence comes through discomfort, not avoidance • Technology and AI are reducing friction, which makes intentional connection more important than ever • The Party Within framework helps rewire habits and build internal social energy Connect with Evan Website: partycoach.me Search "Party Coach" or "World's First Party Coach" to find Evan and his work Evan's mission is to help people shift from seeking belonging externally to creating it internally and to use social experiences as a tool for connection, growth, and meaning.  

"Mountaineering is very much a game of stepping stones." This week on Built to Finish, Steven Pivnik shares exciting details about his upcoming Ecuador Climbing Executive Retreat — a unique experience designed to bring together founders, business leaders, and aspiring climbers for a powerful blend of exit strategy, leadership development, and high-altitude adventure. Steven first sits down with repeat guest Mark Hodges, an experienced exit advisor who has personally achieved several exits and advised on more than 30 others, helping generate over $1 billion in founder wealth. Together, they unpack the business side of the retreat, including the types of founder conversations that will take place before the trip, the mastermind-style discussions planned during the retreat, and the practical issues founders must address if they want to build toward a successful exit. In the second half of the episode, Steven is joined by Griffin Mims of Alpenglow Expeditions, the mountaineering partner for the retreat. Griffin explains why Ecuador is such an ideal destination for first-time high-altitude climbers, what participants can expect from the experience, and how Alpenglow's high-touch approach, guide quality, and safety infrastructure make this an exceptional environment to learn mountaineering fundamentals. The conversation makes clear that this retreat is not just about climbing mountains — it is about giving founders a rare opportunity to step away from the day-to-day, challenge themselves physically and mentally, and gain clarity around what it takes to finish strong in business and in life. Business Takeaways: - Founders who successfully prepare for an exit tend to trust expert guidance, grow more confident in their market position, become more sophisticated about money, and think intentionally about what comes next after the deal closes. - A major theme of the retreat is helping founders understand the difference between headline purchase price and actual take-home proceeds, including how working capital adjustments, taxes, bonuses, legal fees, and other deal costs can materially shrink the final outcome. - Mark highlights several high-value topics for retreat mastermind sessions, including recruiting senior talent, handling non-performing executives or partners, and scaling a company successfully without losing focus. - The episode also surfaces several "valuation killers," including underinvesting in sales, losing key customers, and getting distracted by shiny new opportunities that pull leadership away from core execution. - Steven outlines a thoughtful retreat structure that includes pre-trip one-on-one founder and leadership conversations, group mastermind sessions in Ecuador, and follow-up guidance aimed at helping participants map out the next 12 to 36 months toward a potential exit. Climbing Takeaways: - Ecuador is presented as one of the best places in the world to learn high-altitude mountaineering because of its access to 6,000-meter peaks, efficient logistics, and strong balance of real mountain experience with manageable risk. - The retreat is designed for beginners, with no prerequisite climbing experience required, though Griffin emphasizes that participants who train for a few months beforehand will enjoy the experience more and set themselves up for better success. - Alpenglow provides a highly supported experience from airport pickup to departure, along with acclimatization in Quito, mountain instruction, and access to local guide infrastructure that helps maximize safety and responsiveness.  - Participants can expect comfortable accommodations for most of the retreat, including haciendas with real beds, hot showers, electricity, and often wifi, with only one night spent in a mountain hut before a summit push. - Griffin notes that for many climbers, Ecuador becomes the first stepping stone to bigger objectives, with a large percentage of participants eventually going on to higher peaks elsewhere in the world.  Contact Info Steven Pivnik Website for the retreat: stevenpivnik.com/executive-retreat LinkedIn: Steven Pivnik  Mark Hodges Email: [email protected] Griffin Mims Email: [email protected] Phone: 308-293-6629 Also available via the inquiry form on the Alpenglow Expeditions website.

"Real credibility isn't a title. It's delivery." Most speakers think great talks are about talent. They're wrong. In this episode of Built to Finish, I sit down with Cesar Cervantes, former stand-up comedian turned TEDx speechwriter and mentor, who has helped over 300 speakers land and craft powerful TEDx talks. We break down the repeatable architecture behind talks that create transformation, not just applause. Key Takeaways Attention Comes Before the Problem The best talks hook you before introducing the problem; with a question, story, or startling statement. No Problem = No Interest Every powerful talk clearly establishes tension before offering a solution. Structure Creates Transformation Great talks aren't improvised magic. They follow a deliberate architecture: Rejection Is the Process Landing a TEDx talk can take 50+ applications. It's not personal, it's alignment and numbers. Story Beats Data Data informs. Story transforms. Vulnerability Wins Polished isn't powerful... human is. Most Underrated Skill? Structure. Most overrated advice? "What to do with your hands." Credibility Isn't Titles. It's Delivery. The audience doesn't buy your resume. They buy your presence. If you're an entrepreneur, executive, or leader who wants to command a stage, convert audiences, and communicate ideas that stick, this episode is a masterclass. Connect With Cesar Website: https://caesarcervantes.tv Book: Great Speech (Available on Amazon) LinkedIn: Cesar Cervantes

"I get more done in those three hours than anyone can in 10 hours while being a little bit distracted on the side the whole time." This episode of Built to Finish features Christopher Kriel, a medical student and content creator who has turned a personal financial necessity into a digital powerhouse with over 900,000 followers. Host Steven Pivnik explores Christopher's unique journey from growing up in South Africa to studying medicine in Hungary, all while building a business that has amassed over 100 million views. The conversation dives into the science of peak performance, as Christopher breaks down the critical importance of sleep consistency, the "sedative" trap of alcohol on memory, and his "Deep Work" philosophy that allows him to out-produce those working twice the hours. Christopher also shares his latest venture: Rise, a screen-time control solution designed to help users reclaim their dopamine systems and focus from the addictive designs of social media. From debunking medical school myths to discussing the potential link between circadian rhythm disruption and long-term health, this episode is a masterclass in discipline, habit formation, and finishing what you start. Key Takeaways The Power of Small Habits: Reading just 20 minutes a day leads to finishing roughly 20 books a year, proving that consistency compounds into massive knowledge over time. Focus Over Duration: Adopting "Deep Work" sessions of two to three hours without distractions is significantly more effective than working long hours with constant interruptions. Prioritize Sleep Consistency: Getting eight hours of sleep is less important than waking up and going to bed at the same time every day to maintain your circadian rhythm. The Dangers of Distraction: Modern social media and adult content are designed to "hack" the dopamine system, requiring external tools like Rise to regain self-control. Avoid "Over-hyped" Health Trends: Christopher warns against unregulated trends like black-market peptides that lack human clinical trials and quality control. Alcohol's Impact on Memory: Even small amounts of alcohol can disrupt REM sleep and the hippocampus, preventing the brain from properly storing memories. Connect with Christopher Instagram: @read2rise_ TikTok: read2rise

"Preparation and stubbornness will get you up any mountain." In this episode of Built to Finish, host Steven Pivnik sits down with veteran journalist and war correspondent Mike Tobin for a gripping conversation on pressure, perspective, and what it really means to keep going when the stakes are life-or-death. Mike has spent decades running toward chaos — reporting from conflict zones including Iraq, Afghanistan, Israel, Gaza, Ukraine, and beyond — often becoming a firsthand witness to history in real time. Known for his calm demeanor under extreme pressure, he shares how staying focused in breaking-news environments mirrors the mindset required in high-risk mountaineering. The conversation moves from war zones to the world's highest peaks as Mike and Steven reflect on their shared Mount Everest expedition, with Mike opening up about his summit push, the brutal conditions leading up to it, the critical role of preparation and gear choices, and the mental resilience required to keep moving when quitting feels easier. He explains why he often feels stronger the higher he climbs, how pushing past perceived limits has shaped his approach to both life and career, and how that same intensity has also carried a cost — particularly in frontline journalism, where coping with trauma, loss, and grief is often avoided by flooding life with constant motion. Mike speaks candidly about the emotional toll of always moving forward without slowing down, and the importance of acknowledging what we carry long after the story ends. This episode is a powerful listen for entrepreneurs, leaders, endurance athletes, and anyone navigating high-pressure environments, offering raw insight into resilience, discipline, and what it truly takes to finish what you start. Key Takeaways Staying calm under pressure is a trainable skill — whether in war reporting or extreme mountaineering. Getting it right matters more than getting it first, especially in a world flooded with misinformation. Preparation and stubbornness outperform talent when the conditions get hard. Big mountains — and big goals — often require pushing past your perceived quitting point. Gear choices, systems, and planning can be the difference between success and failure. High performers often cope with stress by avoiding stillness — awareness is the first step toward healthier processing. Major pursuits don't just affect you — they impact your family, relationships, and support system. Links X (Twitter): @MikeTobinFox Documentary: Everest — streaming on Fox Nation (free trial available)

"Every tiny yes we give away is slowly stealing our life. The most powerful word isn't yes — it's no." In this episode of Built to Finish, host Steven Pivnik sits down with speaker, storyteller, and former serial entrepreneur Ryan Pink Langford for a powerful conversation on focus, purpose, emotional resilience, and what it really takes to build a life that lasts, not just a business. Ryan shares insights from his journey of building and exiting multiple companies, including the systems and mindset required to scale without burnout. He introduces his concept of the "Yes Audit," a practical framework for identifying the small, unconscious commitments that slowly drain our time, energy, and attention — and why learning to say no is one of the most important skills any founder can develop. The conversation goes deeper as Ryan opens up about his experience with trauma, a traumatic brain injury, and how that chapter reshaped his definition of success. Today, his work focuses on helping entrepreneurs and high performers develop their inner edge, emotional health, clarity, and resilience,  alongside their external achievements. Drawing from personal experience, coaching, and his work in trauma recovery, Ryan explains how emotions can be trained like habits, allowing leaders to operate from peace, confidence, and purpose rather than constant pressure. This episode is a must-listen for entrepreneurs, executives, and anyone feeling stretched thin, offering honest perspective, actionable tools, and a reminder that finishing strong starts from the inside. Key Takeaways Tiny yeses add up — subscriptions, obligations, and distractions quietly drain time, energy, and money. Conduct a regular "Yes Audit" to identify commitments that no longer serve your biggest goals. The framework for reclaiming focus: Define, Design, Defend your biggest yeses. Saying no is not selfish — it protects the life and work you care about most. Systems, automation, and delegation are essential for building a business that can scale and survive without you. True success requires developing both your external edge (skills) and your inner edge (emotional health). Purpose-driven work sustains energy far longer than money-driven ambition.   Links Email: [email protected]  Instagram: @MrRyanPink

"If you can't admit you need a turnaround, you're probably not going to make it." In this episode of Built to Finish, Steven Pivnik sits down with Walter Simpson, a veteran business turnaround consultant with 40 years of experience and more than 60 middle-market company turnarounds under his belt. Walter is the author of the newly released book Core Turnaround Strategy: The Indispensable Restructuring Guide, which challenges conventional wisdom around fixing distressed companies. Rather than starting with layoffs and cost-cutting, Walter advocates for something far more fundamental: telling the truth, identifying the core, and fixing strategy before expenses. Drawing from real-world turnaround stories—including his very first engagement inside his family's business—Walter explains how leaders can diagnose problems through products, customers, execution, and measurement errors, and why credibility with lenders, employees, and partners is the most valuable currency in a turnaround. Steven and Walter also revisit their own past work together, offering listeners an inside look at how turnaround principles apply not just to distressed companies, but to fast-growing businesses that need clarity, focus, and disciplined execution. This episode is a masterclass for founders, CEOs, operators, and investors facing complexity, pressure, or stalled momentum—and for anyone who believes businesses can be fixed when leaders are willing to face reality head-on. Key Takeaways A turnaround starts with telling the truth, not softening the message Strategy issues often hide behind financial symptoms Core products and core customers matter more than cutting headcount first Most struggling companies suffer from strategy, measurement, or execution errors Credibility with lenders is built by transparency and "showing your work" Turnarounds require partnership—between leaders, teams, and financial stakeholders The right team includes people beyond the executive suite Sustainable recovery comes from clarity, focus, and disciplined follow-through Connect with Walter Simpson Book: Core Turnaround Strategy: The Indispensable Restructuring Guide  https://a.co/d/04m8iPY https://coreturnaround.com Firm Website: https://ventorconsulting.com Email: [email protected]

"At a certain point, the business doesn't need a harder-working founder — it needs a more effective CEO." In this episode of Built to Finish, Steven Pivnik sits down with Jim Schleckser, a seasoned entrepreneur, CEO coach, and trusted advisor to hundreds of founders who are scaling companies, navigating complexity, and preparing for successful exits. Jim has grown and exited multiple businesses himself and now serves as the Founder and CEO of The CEO Project, a peer advisory organization designed exclusively for growth-minded CEOs. Leaders seek Jim out when they hit the ceiling of what got them "here" — and need help building the systems, leadership habits, and decision-making frameworks to get them "there." The conversation blends hard-earned operational insight with real-world leadership truth. Drawing from his experience coaching elite CEOs — and from moments as intense as conversations at Everest Base Camp — Jim breaks down what actually moves the needle for executives once the basics are no longer the problem. Key Takeaways Why CEO effectiveness, not effort, becomes the constraint at scale The hidden leadership mistakes founders make as companies grow How to shift from operator to true executive leader Why peer accountability is essential for high-performing CEOs The difference between building a profitable company and a sellable one Decision-making frameworks that reduce noise and increase clarity Why founders must evolve faster than their organizations The "magic" that happens when strategy, leadership, and discipline align Preparing for exits long before a transaction is on the table This episode is a must-listen for founders, CEOs, and operators who know their next level won't be reached by working harder — but by leading differently. Links: LinkedIn: https://www.linkedin.com/in/jimschleckser The CEO Project: https://theceoproject.com

"We are not broken as humans — we're living in a culture that ignores how we actually evolved." In this episode of Built to Finish, Steven Pivnik sits down with Tim Ash, renowned expert in evolutionary psychology, persuasion, and human behavior, for a wide-ranging and unapologetically honest conversation about what truly drives leadership, relationships, and modern society. Tim is a best-selling author, international keynote speaker, and founder of a digital marketing agency that helped create over $1.2 billion in value for global brands including Google, Expedia, and Nestlé. Returning to the podcast as Steven's first-ever repeat guest, Tim brings a deeply informed evolutionary lens to topics most people are afraid to discuss openly. The conversation centers around Tim's latest book, Primal Dating, co-authored with Dr. Lamour Gottlieb, and explores why so many modern challenges—from broken relationships to dysfunctional workplace cultures—stem from ignoring our evolutionary wiring. Episode Takeaways: Why evolutionary psychology is foundational to leadership, marketing, and culture. How tribes, hierarchy, and initiation rituals shape high-performing organizations. The evolutionary differences between men and women—and why modern culture distorts them. Why most relationships fail (and why that doesn't mean you've failed). The myth of "happily ever after" and what humans actually evolved for. Loneliness, technology, and the unintended consequences of digital optionality. How sexual marketplace dynamics affect ambition, power, and self-worth. Why depopulation, polarization, and loneliness are accelerating—and what it means for society. Lessons Tim would give his son vs. his daughter about life, relationships, and long-term strategy. Writing books with conviction: why AI should assist, not replace, original thinking. How leadership, dating, and corporate culture all follow the same primal rules. Salsa dancing as a metaphor for fully expressed living. Links: Website: https://primaltim.com Primal Dating: https://primaldating.com LinkedIn: https://www.linkedin.com/in/timash Social Media: @primaltim

In this episode of the Built to Finish podcast, Steven Pivnik sits down with Lisa Kirchenbauer, Founding Partner and Senior Advisor at Omega Wealth Management, to unpack what really happens before and after a liquidity event. Recognized by Newsweek and Money.com, Lisa shares how her firm has challenged the traditional, investment-first wealth management model for more than 25 years — putting life planning, psychology, and human behavior at the center of financial decision-making. Together, Steven and Lisa explore the hidden realities founders face after "winning the game," including loss of identity, lack of structure, and the emotional whiplash that can follow sudden wealth. They dive deep into what "enough" actually means, why most founders get the number wrong, and how preparing years in advance — both financially and personally — can dramatically change outcomes. From identity shifts and post-exit mistakes to routines, goals, and the future of wealth management in an AI-driven world, this episode is a must-listen for entrepreneurs planning an exit or navigating life on the other side. Takeaways: Investment management was the primary focus in traditional wealth management. A human approach to wealth management is essential. Many entrepreneurs experience a loss of identity after a liquidity event. Establishing structure and goals is crucial post-event. Defining 'enough' is more complex than just a number. Life planning questions can help clarify personal goals. Choosing the right wealth advisor involves understanding their process. Lessons learned from early mistakes can guide future decisions. Personal insights from endurance sports can improve business performance. The future of wealth management will focus on holistic approaches. Quote of the Show: "If you dont deal with the human side of wealth, the money doesn't fix anything... it just amplifies what was already there."   Links: https://www.linkedin.com/in/lisaakkirchenbauer/ http://www.omegawealthmanagement.com/

What if the only thing standing between your current reality and your ultimate potential is a gap you created yourself?  In this episode of the Built to Finish podcast, host Steven Pivnik sits down with globally recognized leadership coach and author Margie Warrell to explore the intersection of courage, leadership, and personal growth. Warrell shares her journey from growing up on a small dairy farm in rural Australia to advising leaders at Fortune 500 boardrooms and NASA. She defines the "courage gap" as the space created by a fearful mind between what we are capable of doing and what we actually do, emphasizing that courage is not the absence of fear, but the decision to move forward despite it.  The conversation dives deep into the psychology of "insecure overachievers"—high-performing individuals driven by a deep-seated need to compensate for a fear of being inadequate. Warrell provides actionable advice on re-scripting self-limiting stories and "embracing the suck" of discomfort to achieve significant goals, such as her personal experience training for the New York City Marathon. They conclude with a look at modern challenges, where Warrell encourages leaders to combat the "fog of uncertainty" by taking small, deliberate actions rather than waiting for perfect clarity.   Takeaways: Identify Your "Insecure Overachiever" Patterns: Recognize if your drive for achievement is fueled by a fear of not being enough. Use self-awareness to transition from being run by these patterns to leading with purpose and contribution. Re-Script Your Personal Narrative: Identify labels or stories you have internalized (e.g., "I'm not a runner" or "I'm just a worker bee") and challenge their truth. Replace them with stories that empower your agency and align with your values. Apply the Three P Litmus Test: Evaluate your internal narrative by asking if it makes you feel more Powerful (agency), more Purposeful (aligned with values), and more Positive (optimistic about the future). Start with the "Next Small Decision": Don't wait for massive, bold resolutions to break stagnation. Take small, repetitive actions—like sending one email or reaching out for coffee—to build momentum and "cast a vote" for the identity of the person you want to become. Embrace Productive Discomfort: Distinguish between unnecessary risk and the "worthy discomfort" required for growth. When things get difficult, revisit your "Big Why" to sustain motivation through the hardest parts of the journey. Practice the 70% Rule in Uncertainty: Instead of waiting for the "fog to clear," make decisions with the information you have (roughly 70%) and move forward. Constant movement provides the feedback necessary to adjust your strategy. Quote of the Show: "The fearful mind creates the gap between what we can do and what we do. And it takes really a brave/courageous heart to close it." Links: LinkedIn: https://www.linkedin.com/in/margiewarrell/  Website: https://margiewarrell.com/ YouTube: youtube.com/watch?v=xIoF0_be5WQ  The Courage Gap - Book Link: https://a.co/d/hPLZtMi 

In this special holiday episode of the Built to Finish podcast, host Steven Pivnik reflects on the past year, expressing immense gratitude to the audience for their support during his first full year of podcasting, which included over 52 released episodes. He shares the personal success he has achieved through a newly implemented morning gratitude routine, noting that listing things you are grateful for helps minimize the impact of bad news when it inevitably occurs. He also previews the episode, mentioning it will include free giveaways, an offer, and a request for listeners. The core of the recap focuses on the three "Big Hairy Audacious Goals" (BHAGs) he set for 2025: delivering a full keynote at a legitimate conference, climbing Mount Everest, and delivering a TEDx talk. He achieved the keynote goal at an international franchisee conference for GJ Gardner Homes in Houston, which he found incredibly rewarding. While he didn't summit Mount Everest after getting sick near the end of the trip, he has "no regrets whatsoever" and considers the journey itself and the lessons learned to be incredibly valuable. Finally, after submitting 69 applications, he accomplished his third BHAG by being accepted to and delivering a TEDx talk, with the video set to be released soon. Looking ahead, his BHAG for 2026 is to begin work on a new book.   Takeaways: Implement a Morning Gratitude Routine: Start your day by listing everything you're grateful for to create a "huge bucket of great things" that helps you brush off bad news and prevent a spiral. Set Big Hairy Audacious Goals (BHAGs): Take the time to set a few challenging personal and professional goals for the year, like the host's goals to deliver a keynote, climb Everest, and give a TEDx talk. Value the Journey: For ambitious goals like climbing Everest, remember to value the training and preparation journey—such as trips to Ecuador, Colorado, and Utah—as much as the final destination. Persevere Through Rejection: The host received 69 rejection emails for his TEDx talk before being accepted; if you are pursuing a goal like public speaking, be ready for the long process and continue to submit applications. Write Down Your Goals: The simple act of writing down your BHAG for 2026, even just in a comment or DM, will increase your odds of completing it. Seek Advisory Services: If you are a founder, consider seeking advisory services for one-on-one consulting, peer group work, or guidance toward an exit, as this work has proven rewarding for the host and his clients. Claim Free Resources: Download the host's favorite chapter, "Envisioning the Finish," and the key takeaways from his entire book for free at https://stevenpivnik.com/downloads/.  Quote of the Show: "When you start your day by listing out everything that you're grateful for, any bad event is gonna have a hard time competing with a huge bucket of great things that are happening in your life."  Links: LinkedIn: https://www.linkedin.com/in/stevenpivnik/  Personal Website: stevenpivnik.com/  Company Website: aipadvisory.com/  Book Link: https://a.co/d/dk1P4kG 

In this solo episode, Steven tackles a fundamental question for every entrepreneur: "How much should I sell my company for?" He argues that the answer shouldn't start with market valuation, but with a deeply personal assessment of the lifestyle the founder wishes to maintain post-exit. Assuming a worst-case scenario where the founder is unemployed after the sale, the first step is consulting with a wealth manager to determine the principal needed for conservative or aggressive investments to generate the required ongoing cash flow, thus maintaining the founder's current lifestyle. Once this necessary takeaway number is established, Steven introduces a crucial planning tool: the "Proceeds Waterfall." This detailed breakdown tracks every expense that reduces the final proceeds, starting with the enterprise value paid by the acquirer and accounting for everything from legal and accounting fees to payouts for minority shareholders, advisors, and, critically, tax liabilities (including federal and state taxes). By working backward from the desired bottom-line number, entrepreneurs can determine the necessary enterprise value and create a strategic game plan to bridge the gap between their current valuation and the required sale price. Doing this homework minimizes surprises and stress when the transaction finally closes.   Takeaways: Define Your Target Lifestyle First: Before looking at market comps, sit down and define the exact lifestyle you want to lead post-exit. Your desired number should be based on your personal financial needs, not just market trends. Consult a Wealth Manager: Work with a financial professional to determine the exact lump sum (principal) needed to generate the ongoing, required cash flow to sustain your lifestyle after the sale. Create a Proceeds Waterfall: Develop a comprehensive spreadsheet that starts with the hypothetical Enterprise Value and meticulously tracks all outgoing payments, including legal fees, accounting costs, board member payouts, minority shareholder distributions, and stock option holder expenses. Factor in Taxes Realistically: Do not underestimate the tax burden. Include estimates for both federal (Uncle Sam) and state taxes, especially if your business has nexus in multiple states, as this will significantly reduce your net proceeds. Calculate the Required Enterprise Value (Work Backward): Use the Proceeds Waterfall to determine the minimum top-line valuation (Enterprise Value) needed to achieve your non-negotiable bottom-line number (the cash you walk away with). Build an Exit Game Plan: Once you have the required Enterprise Value, compare it to your company's current valuation. Create a strategic plan focusing on growth and profitability metrics to bridge that gap and reach the necessary sale price. Quote of the Show: "The more homework you do on truly understanding... where every single penny is going to go and how much and when, the fewer surprises and less stress the transaction will result in." - Steven Pivnik Links: LinkedIn: https://www.linkedin.com/in/stevenpivnik/  Personal Website: stevenpivnik.com/  Company Website: aipadvisory.com/  Book Link: https://a.co/d/dk1P4kG 

Nick Evans, a world-renowned executive advisor, thought leader, and Founder of Thinkers360, shares insights from his time advising influential organizations like Amazon, NASA, and Intel, highlighting the fun and challenge of diving into different industries as a consultant. He recounts his work with NASA, which involved running hands-on, design thinking-style innovation workshops. The conversation pivots to the fragility of the internet, triggered by a recent massive outage, where Nick stresses the need for businesses to be highly agile and adaptive, like the military's DEFCON system, to handle constant disruption from new technology and global events. Nick offers his expert perspective on the current state of AI, discussing the market hype versus the tremendous long-term value, drawing parallels to the internet bubble of 2000. He details how Thinkers360 uses AI for internal operations, including a chatbot and an agent trained on their influencer community, and the development of "AI personas" for thought leaders. Nick also shares a fascinating, albeit painful, story about being one of the original pioneers of the "buy now" concept on the web in the late nineties, but losing out on an estimated $50 million due to bad legal advice not to patent "just a button". He wraps up by discussing his amateur triathlon accomplishments, including two championship finishes, and his preparation for the challenging Ironman 70.3 in Cartagena.   Takeaways: Prioritize Business Agility and Adaptability: Design your business to be highly agile and adaptive to disruption, whether it's new technology (like AI) or external events (like pandemics and weather). Have a backup plan and an agile approach for when unexpected changes occur. Identify and Strengthen the "Weakest Link": Continuously monitor your business vulnerabilities. This could be reliance on a single customer, one supplier, or a single point of failure in your technology infrastructure. Have duplicate systems and backup plans to diversify risk. Treat Technology Outages as Inevitable: Accept that major outages, like the Amazon DNS mistake, will happen. Have a plan prepared—don't just assume it's a cyber attack—and be prepared for ripple effects that impact vendors. Investigate Intellectual Property (IP) Protection Diligently: If you have a differentiated or unique business idea, talk to an experienced IP attorney to explore patent and trademark protection. Do not rely on one opinion, especially for something that seems simple but involves a complex process (like the "buy now" button). Use AI to Amplify Expertise (AI Personas): Explore the use case of creating an AI agent or "digital twin" trained on your personal thought leadership content (books, blogs, videos) to create an accessible, knowledgeable persona for others to interact with. Look Beyond the AI Hype: While AI is creating tremendous long-term value, recognize that the market may currently be overhyped and overvalued, similar to the 2000 internet bubble. Focus on finding tangible ROI and practical applications. Seek Out Robust Measures of Expertise: When hiring or partnering, look for thought leaders whose credentials are based on "hard to fake" content (like books, executive experience, and media interviews), as platforms like Thinkers360 do, rather than easily gamed metrics (like social media spam). Quote of the Show: "What I say nowadays is, you know, really try and design your business to be highly agile and adaptive, like the military with the DEFCON system... They can jump from [level] two to three or whatever the numbers might be. They don't have to think about how to do it, right? It's already, they're trained, they're rehearsed." Links: LinkedIn: https://www.linkedin.com/in/nicholasdevans/  Website: https://www.thinkers360.com/  Book Link: https://a.co/d/hA3EpAF 

In this inspiring and candid episode, Steven welcomes his first in-person guest, Matt LeBris, host of the globally top 1% ranked Decoding Success Podcast and a Brand Strategist with Brand Builders Group. Matt shares his incredible career journey, beginning with a cold pitch to Shark Tank's Damon John that turned a five-minute conversation into a multi-year internship and job. This experience taught him that proximity is power and the value of surrounding yourself with high achievers. The conversation dives deep into the philosophy of personal branding, which Matt defines as the art of differentiation and owning who you truly are. He breaks down how Brand Builders Group helps clients in four key tracks: lead generation, new revenue development, author track, and public speaking. Matt and Steven also tackle the common struggles of discipline, balancing their love for fitness with a love for junk food (especially pizza), and the necessary role of AI in brand strategy. Ultimately, Matt emphasizes that social media is merely a vehicle to deliver a brand, not what builds it, and that focusing on impact for one person is more fulfilling than chasing virality.   Takeaways: Don't Wait for Perfection, Just Start: If you have a big goal, don't wait until the plan is 100% perfect or you feel perfectly ready. Take the first step, learn from the process, and know that your start isn't where you'll finish. Embrace Curiosity for Longevity: Lifelong curiosity is what kept Matt's podcast running for seven-plus years. Use curiosity about others and the world as the fuel for your biggest initiatives. Proximity is Power: Intentionally put yourself in environments where you can be near people who motivate you and inspire you. Access to high-level success is often the most inspiring thing. Personal Branding is the Art of Differentiation: Your brand is owning your unique experiences and perspective. Since no two people have the same fingerprint, focus on how you solve a problem, not just what problem you solve. Social Media is a Vehicle, Not the Foundation: The actual building of your brand is the work done behind the scenes—identifying your audience, problem, message, and unique process. Social media (or a podcast) is simply the fast vehicle to deliver it. Fill Gaps with Purpose (The Boredom Cure): When you experience a "gap" of boredom, fill it with an activity that relates to the person you want to become (e.g., reading a book, going for a walk), instead of choosing something that provides immediate, comfortable gratification like an unhealthy habit. Focus on Impact, Not Virality: Instead of shooting for a viral hit, aim to post something aligned with your brand with the intention of moving or impacting just one person. That one connection is where the fulfillment—and often the business—is made. Quote of the Show: "I think the minute we're born, we're all gifted with a personal brand, whether we like it or not. And ultimately... if you're not taking ownership of your brand, you're giving the power to someone else to craft your message for you." Links: Free Strategy Call with Matt: https://freebrandcall.com/mattlebris/  Instagram: https://www.instagram.com/matt_lebris/?hl=en  Podcast: https://www.youtube.com/@MattLeBris/podcasts  Personal Website: https://mattlebris.com/  Company Website: https://brandbuildersgroup.com/  LinkedIn: https://www.linkedin.com/in/mlebrisnyc/ 

Paul Pacun, CEO & Founder of Meiotic and its flagship sales enablement platform Vablet, joins the show to discuss his 26-year journey in tech, starting with taking a company public during the 2000 dot-com bubble. He shares the origin story of Meiotic and its eventual pivot from marketing to individual dentists to targeting the highly compliant Life Sciences and Medical Device industry. Paul details how the platform, Vablet (short for 'video tablet'), was purpose-built to solve the "hard stuff"—guaranteeing seamless content synchronization and presentation offline, a critical requirement for sales reps in places like hospital operating rooms or remote villages. A major theme of the discussion is the trade-off between raising capital for velocity and choosing to "sell your way through." Paul shares that while the latter approach ensured financial discipline and ownership, he realized in hindsight that external capital would have allowed them to scale faster against competitors. He also delves into the secrets of Meiotic's long-term employee retention, which centers on fostering a culture of trust, flexible hours, direct programmer-to-client interaction, and actively hiring "makers" and "lifetime learners." Finally, Paul offers crucial advice for modern entrepreneurs, stressing the importance of pivoting when necessary, quickly addressing team performance issues, and ensuring robust financial expertise (the "blood to the company") on even the smallest teams.   Takeaways: Design for the Worst-Case Scenario: Paul built his sales enablement platform to work flawlessly offline because medical device reps often present in highly constrained environments (like an OR or a remote area) with zero connectivity. Design your core product to be reliable in its most challenging environment; it will work everywhere else. Regret the Lack of Velocity, Not the Lack of Capital: While Paul is proud Meiotic sold its way through, he noted that capital buys velocity. Analyze your market and competitive landscape; if speed is paramount, be willing to take a measured raise to scale faster. Validate the "Lifetime Learner" with "The Five Whys": To ensure strong long-term hires who enjoy tinkering and growth, go beyond surface-level answers in interviews. Ask follow-up, probing questions—like what hobbies they pursue or how they solve broken systems—to determine if curiosity and a desire to learn is truly "in their psyche." Embrace the Small, Diverse, High-Impact Team: In the age of AI and modern tools, Paul advises that you no longer need an "army." Focus on a small, diverse group of skilled individuals, ensuring you have strong sales/marketing, tech, and, critically, robust financial expertise. A Bad Hire Kills Morale—Act Quickly: As CEO, Paul learned the hardest job is letting someone go, but waiting too long for a non-performing employee to turn around is detrimental. One person can significantly bring down the morale and productivity of the entire team. Quote of the Show: "Money to a company is like blood to the body. If we run outta blood, we die." Links: LinkedIn: https://www.linkedin.com/in/paulpacun/  Website: https://www.vablet.com/ 

Dr. Cindy Gordon, CEO and founder of SalesChoice, joins host Steven Pivnik to discuss her "evolutionary" journey from executive roles at giants like Accenture and Xerox to launching her own tech company. She details how she first joined a venture capital firm to learn corporate finance before co-founding one of the early companies to use AI for predicting sales forecasts. Cindy provides a refreshingly pragmatic perspective on artificial intelligence, cautioning that not all problems need an AI solution and that true success hinges on a clear use case, good data, and a focus on the "human in the loop". A teacher of AI ethics and law, she also breaks down the critical importance of model transparency, accountability, and navigating the complex global regulatory landscape. For fellow founders, Cindy offers invaluable advice on understanding VC contracts, defining "clawback clauses", and the long-term strategic planning required for a successful exit.   Takeaways: Don't use AI just for the hype. Smart investors will (and should) ask if AI is the right technical strategy for your use case. AI is just one technique among many; focus on the best and most appropriate means to build your solution. Master the fundamentals for AI success. Whether you're using predictive analytics or generative AI, success always comes down to three things: being crystal clear on the problem you're solving, having high-quality data, and being attentive to the human-in-the-loop adoption process. Beware of clawback clauses. In a funding or acquisition deal, a clawback is a contractual hurdle, often tied to revenue, where you can lose equity or cash if you fail to meet an agreed-upon plan. Use good legal counsel to try and remove them, or at a minimum, be extremely confident you can deliver on the proposed targets. Plan your exit strategy five years in advance. An exit is a long-term game that requires nurturing relationships. It's a strategy that must be written down, planned, and worked at, much like a comprehensive sales coverage plan. Prioritize AI transparency and accountability. You can't sue an algorithm. As a founder, you are accountable and must build transparent, explainable models (not black boxes). This requires strong practices for versioning control, data bias checks, and machine learning ops. Build a culture of psychological safety. A great culture is one where people feel safe to be who they are and bring their whole person to work. Cindy's company reinforces this with daily "Hug Huddles", regular feedback, and a focus on authentic, open communication. Use strategic alliances to test exit pathways. Forming channel relationships with larger players who have a gap in their portfolio allows you to test synergies and distribution capabilities. This can be a wise strategy, but don't take on too many partners, as they must be actively managed to be effective. Quote of the Show: "Not everything can be solved with AI, so I think I bring a really solid, realistic, pragmatic perspective and just don't get so caught up in the drama." Links: LinkedIn: https://www.linkedin.com/in/drcindygordon/ Website: https://www.saleschoice.com/  Book Link: https://getbook.at/aidilemma 

David Chase, an avid ultra-marathoner and the President at WorkBoard, joins Steven Pivnik to discuss the powerful intersection between endurance sports and business leadership. David shares how his professional rise to CMO coincided with his running journey, which has included multiple 100+ mile races and even a 200-mile event. He explains that for him, a startup isn't a sprint or a marathon—it's a 200-mile race, with extreme highs and lows that demand resilience and a relentless focus on moving forward. The daily habit of running, he finds, provides essential clarity for processing work challenges and making clearer decisions. Beyond the mindset, David dives into his work at Workboard, a platform that helps large enterprises align strategy with execution using AI. He details how Workboard's AI agents help managers and teams stay aligned, eliminating the lag and dilution of manual status reporting. He also provides tactical advice for scaling marketing teams, emphasizing the importance of in-person events and treating business goals with the same daily discipline as a marathon training plan. Finally, David shares a practical framework for effective, ongoing sales enablement, including an internal "checkout" process to let reps fail safely before engaging customers Takeaways: Treat Business Goals Like Race Training: Don't just set a quarterly goal and hope to get there. Break it down into specific, daily actions you must take to achieve it, just as you would with a daily training plan for a 5K or marathon. Embrace In-Person Connection: In an age of AI and Zoom fatigue, investing in in-person events (like small dinners, meetups, or user conferences) is a powerful differentiator. People crave real experiences and want to connect with real people and customers. Use AI to Test and Scale: AI gives marketing leaders the ability to test new channels and initiatives much faster. Use this to run more tests, get data quickly, and then decide whether to scale the initiative or discard it. View Sales Enablement as an Ongoing Process: Enablement is not a single meeting or a deck. It requires continuous investment, resources, and the active participation of senior, experienced sellers—not just junior team members. Create a "Checkout" Process for Sellers: When launching a new product or pitch, implement an internal certification. Have sales reps pitch to a panel of senior leaders who score them. This provides a safe environment to fail, get feedback, and improve before they are in front of a real customer. Reframe Resilience: A startup isn't just a marathon; it's a 200-mile race with much lower lows and higher highs. When things get tough at work, remember that it's rarely as hard as mile 177 of a 200-mile race. The key is to never quit and just keep heading in the right direction. Quote of the Show: "People correlate startups to running a marathon. It's a marathon. It's not a sprint. It's not a marathon, it's a 200-mile race, where the lows are so much lower than a marathon and the highs are so much higher than a marathon." Links: LinkedIn: https://www.linkedin.com/in/davidschase/  Website: https://www.workboard.com/ 

John Ulsh, resilience coach, speaker, and author of "The Upside of Down," discusses the catastrophic car accident that changed his life forever. John shares the harrowing details of the 2007 collision that involved his wife and two young children, leaving him with a less than 3% chance of survival. He takes us through his grueling recovery, which included over 45 surgeries, an 18-day coma, and learning to live with permanent injuries. Beyond the physical trauma, John delves into the profound mental and emotional journey of rebuilding his life. He discusses how a heartfelt plea from his daughter became the catalyst for him to stop rehab and push his own limits, finding a new purpose in controlled, positive pain through fitness. John explains the key pillars from his book, "The Upside of Down," offering a framework for anyone facing adversity. This is a deeply moving conversation about turning immense struggle into a source of strength, the importance of commitment, and finding profound meaning in the process of recovery rather than just the finish line. Takeaways: Ask "Why" Five Times: When facing a problem, ask yourself "why" five times to drill down to the root cause. This technique helps you move past surface-level issues and identify the core challenge you need to address. Focus on Small Wins: In a long and arduous journey, concentrating on the final goal can be overwhelming. Instead, focus on achieving small, daily wins. These incremental victories build momentum and provide the encouragement needed to keep going. Embrace the Process, Not Just the Goal: The true growth and learning happen during the training and preparation, not just at the finish line. Learn to love the daily grind and the process of getting better, as that is where the real satisfaction lies. Find Pain You Can Control: After experiencing trauma or pain that is out of your control, find a healthy outlet where you can control the discomfort and effort, like exercise. This can shift your relationship with pain from something inflicted upon you to a tool for growth and strength. Commitment is the First Step: Before you can tackle any major challenge, you must be fully committed. You have to be in the right headspace and truly ready to take on the journey. Without genuine commitment, even the best plans will falter. Don't Be Afraid of Not Finishing: Sometimes, the greatest lessons come from setbacks and failures. Not achieving a goal can provide more profound insights and learning opportunities than success itself. Quote of the Show: "The goal itself was always going to be a letdown. And the beauty, or what I learned, or where the work was done, was in the training." Links: LinkedIn: https://www.linkedin.com/in/john-ulsh-987a6a7/  Website: https://johnulsh-unbreakable.com/  Book Link: https://a.co/d/7A7TS6e 

Dr. Anna Pleet discusses a comprehensive and compassionate approach to tackling obesity and improving overall health. Anna emphasizes that weight loss is far more complex than the simple "calories in, calories out" mantra. She explains her patient-centered method, which begins with listening and understanding an individual's mindset, motivations, and the emotional barriers, like shame, that can prevent progress. She argues that without addressing the underlying mental and emotional components, any dietary changes are unlikely to be sustainable, pointing to the common yo-yo effect seen in many popular weight-loss journeys. Anna introduces her "Perfect Meal Formula," a sustainable eating strategy inspired by traditional diets like the Mediterranean. The formula focuses on building balanced meals with three key nutrients, protein, fiber, and healthy fats, to optimize metabolism, regulate appetite, and prevent overeating. The conversation also covers practical advice on calculating protein needs based on goal weight rather than current weight and offers compassionate strategies for discussing health concerns with aging family members. Anna leaves listeners with a powerful reminder to proactively commit to physical activities they love, especially as technology makes our lives increasingly sedentary.   Takeaways: Adopt the "Perfect Meal Formula": Focus on inclusion rather than restriction. Build every meal and snack around three core components: a source of protein, a source of fiber, and a source of healthy fat to optimize your metabolism and control your appetite naturally. Address the "Why" Before the "How": Before starting a health journey, take time for introspection. Lasting change comes from addressing the emotional and mental drivers behind your habits, not just from following a diet plan. Calculate Protein Needs for Your Goal Weight: When determining your daily protein intake, base the calculation on your ideal or goal body weight, not your current weight. This provides a more accurate target for fueling your metabolically active tissues. A good starting point for most people is 1 to 1.5 grams of protein per kilogram of their goal body weight. Find Your Personal Motivator: Aesthetics are often a short-term driver. Identify a deeper, more meaningful reason to stay healthy, whether it's playing with grandchildren, enjoying a hobby, or reducing medication dependency. Let that be your anchor. Reframe Conversations About Health: When approaching a loved one about their weight, focus on what matters most to them. Frame the conversation around their desires and goals—like maintaining independence or participating in family activities—rather than just on the need to lose weight. Be Proactive About Movement: As technology encourages a more sedentary lifestyle, it's crucial to intentionally carve out time for physical activities you genuinely enjoy. Don't wait for a health scare; commit now to the activities you want to be doing in your later years. Quote of the Show: "You've gotta take care of your body or it'll break down for you...The adventure is out there, but people need to remember, go seek it." Links: YouTube: https://youtube.com/@annapleetmd  Instagram: https://www.instagram.com/annapleetmd Perfect Meal Formula Ebook: https://annapleetmd.kit.com/pmf 

Hugh Massie, the Founder and Executive Chairman of DNA Behavior, a globally recognized behavioral AI solutions architect, shares his guiding principle for entrepreneurs: "dream big, start small, and finish big." He encourages founders to think beyond financial metrics and focus on the human impact their business can have, even setting goals as audacious as impacting a billion people. He emphasizes the importance of identifying and dominating a niche market channel to become a "category king." The conversation also delves into the critical, yet often overlooked, topic of wealth management for entrepreneurs, especially pre-exit. Hugh offers practical advice on selecting the right wealth manager, stressing the importance of aligning values and ensuring a personalized approach over chasing the highest returns. He and Steven discuss the common pitfalls entrepreneurs face after a liquidity event, advising a "decision-free zone" for at least six to twelve months to avoid hasty investment mistakes. Finally, Hugh provides a clear framework for founders looking to integrate AI into their current business models, suggesting they focus on both immediate task automation and a complete reimagining of their business for the future.   Takeaways: Dream Bigger, Start Smaller: Set audacious, "moonshot" goals for your company's long-term vision, but begin with a focused, manageable starting point. Don't be afraid to aim to impact a billion people, but execute on a small scale first to get the model right. Become a "Category King": Instead of competing in a crowded market, design and dominate a new, niche market channel. Identify a sub-market where you can realistically see a path to becoming the undisputed leader. Prioritize Human Impact Over Revenue: While revenue is crucial, framing your success by the number of lives you positively impact can lead to greater innovation, a stronger company culture, and a more fulfilling entrepreneurial journey. Plan Your Exit Long Before You Sell: Start the process of finding a wealth manager years before you anticipate selling your company. Interview multiple advisors—from small boutiques to large firms—to find one whose values and communication style align with yours. Create a Post-Exit "Decision-Free Zone": After selling your business, resist the urge to make any significant investment decisions for at least 6 to 12 months. Give yourself time to adjust to your new financial reality and gain clarity on your purpose before deploying capital. Integrate AI in Two Ways: First, look for immediate efficiency gains by automating current tasks within your business (like customer service). Second, empower your innovative team members to reimagine your entire business model and develop new, AI-driven products for the future. Don't Sacrifice Your Health or Family: True success is about building a sustainable life, not just a profitable business. Integrate your work with your personal well-being, ensuring you don't lose your health or family in the process of building your company. Quote of the Show: "I go by the motto, dream big, start small, and finish big."  Links: LinkedIn: https://www.linkedin.com/in/hughmassie/  Website: https://dnabehavior.com/  Book Link: https://a.co/d/11Xuut7 

Miles Spencer is no stranger to risk, resilience, and reinvention. A multi-exit entrepreneur, investor, and adventurer, Miles has spent decades building companies in digital media, mentoring founders, and even chasing adrenaline in places like Pamplona and the deserts of the Middle East. Now, he's channeling that same spirit into his most personal venture yet: Reflekta, a platform that allows families to preserve and interact with the voices, likenesses, and stories of loved ones. In this episode, Miles shares hard-earned wisdom on raising capital, managing leadership transitions, and creating optionality in business deals. He also opens up about the emotional journey of digitally reconnecting with his late father, how storytelling drives meaning, and why entrepreneurship is as much about courage and preparation as it is about innovation. Takeaways: Optionality Creates Leverage: When there's only one buyer, you're stuck. Building multiple options—through cash flow, buyers, or deal structures—gives you leverage to negotiate from strength and avoid desperation. Failure Can Be Fuel: A failed venture isn't the end if you preserve relationships. Investors often back founders who learn from setbacks, seeing resilience as proof of future potential. Right People for the Right Altitude: Not every teammate is built for the summit. Like mountaineering, startups require different strengths at different stages—and leaders must know when to transition roles. Courage Comes from Preparation: Real courage isn't recklessness—it's being ready. Entrepreneurs mitigate risk through training, research, and planning, so they can act decisively when the moment comes. Legacy Matters: Success isn't just financial. Miles' work with Reflected AI shows how technology can preserve voices and stories, keeping family connections alive across generations. Funding Shapes Values: Who funds you impacts how you operate. Choosing family and friends over institutions can keep your mission aligned with trust, responsibility, and long-term vision. Gradual Innovation Prevents Overload: Powerful technology needs to roll out carefully. Step-by-step adoption—text to voice to hologram—helps people adjust, embrace the benefits, and avoid being overwhelmed. Quote of the Show: Entrepreneurship is a bit of a trick, right? You create things that look like daredevil challenges, and everyone says "wow," but then you spend the rest of your time mitigating the risks. It's not that bad—it's not that bad, it's not that bad. With homework, research, training, and so on, the same applies. To a certain extent, entrepreneurship and parenting share a lot of the same dynamics. Links: LinkedIn: https://www.linkedin.com/in/milesspencer/  Website: https://milesspencer.com/  Book Link: https://a.co/d/gO3nHxn 

Adam Vernon, the Founder and Managing Director of Colorado Ski Furniture, shares his incredible story of how he turned a pile of old skis into a thriving and easily recognized business. With nearly two decades of experience, Adam discusses the evolution of his company, from a weekend stress reliever to a full-time venture that exploded during the COVID-19 pandemic. He details his hands-on leadership style and his philosophy of treating employees like family to foster a culture of low turnover and high motivation. The conversation explores Adam's practical strategies for longevity and growth, including his aggressive approach to product development, where he knows many ideas will fail but the winners will stick. Adam also dives into his marketing tactics, emphasizing the importance of meeting customers on various social media platforms—from Facebook to LinkedIn—and not being afraid to test new channels. He shares how exceptional customer service, especially turning a problem into a positive experience, is key to creating lifelong, loyal customers   Takeaways: Embrace Experimentation: Don't be afraid to constantly try new things, even if you anticipate a low success rate. Adam launches new products regularly, knowing that even if only 20% succeed, those "winners" are what drive the business forward. Turn Problems into Loyalty: View customer complaints as an opportunity. Adam's philosophy is to do whatever it takes to make a customer happy when something goes wrong. He finds that these customers often become the most loyal and are most likely to return because the company fixed the issue effectively. Market Where Your Customers Are, Not Where You Are: As a business owner, you must get out of your own way. Your personal social media preferences are irrelevant; what matters is identifying which platforms your target audience uses and engaging with them there. Lead from the Trenches: Foster a strong team culture by being an active, hands-on leader who is willing to do any job, from cleaning the shop to handling difficult customer calls. This "all hands on deck" approach, combined with flexibility and treating staff like family, builds loyalty and reduces turnover. Gather Internal Feedback to Streamline Operations: Regularly ask your team which products or processes are the most difficult or time-consuming. This feedback is invaluable for identifying inefficiencies and deciding which products to discontinue, ultimately improving your bottom line and employee satisfaction. Listen for the Right Opportunity to Go All-In: A side hustle can be a great way to test a business idea with minimal risk. For Adam, getting laid off from his full-time job was the catalyst he needed to dive in with both feet and commit to making his passion project a success. Quote of the Show: "As an owner, founder, you need to get outta your own way and realize you may not like any of these social platforms... but really, who are your customers and are any of them on there or are all of them on there? If so, that's probably a place you need to be."  Links: LinkedIn: https://www.linkedin.com/in/adamvernoncolorado/  Website: https://coloradoskichairs.com/ 

In this special bonus episode for National Podcast Day episode, our very own, Steven Pivnik, gets interviewed about his experiences so far hosting the Built to Finish podcast. Steven describes his show as informational, motivational, and entertaining, aimed at audacious goal setters, including founders looking to grow, scale, and exit their businesses. He discusses how the podcast extends his brand and allows him to share motivational stories from others. Steven shares that his biggest initial challenge was simply starting, followed by overcoming a "robotic" interview style. He reveals that preparing fewer questions and encouraging a conversational back-and-forth has led to his best episodes. Offering advice to new B2B podcasters, Steven stresses the importance of starting without waiting for perfection and making the listener feel like a "fly on the wall" to a great conversation. Takeaways: Just Start: The most significant challenge is often getting started. Don't wait until you feel 100% prepared or polished; you will improve as you go. Aim for Conversation, Not Interrogation: Move away from a rigid, robotic question-and-answer format. Focus on creating a natural conversation to make the episode more engaging for both the guest and the listener. Prepare Less to Achieve More: To foster a more natural conversation, try preparing only two or three core questions and allow the discussion to flow organically from the guest's answers. This forces you to practice active listening. Empower Your Guests: Encourage your guests to make the interview as conversational as possible, even inviting them to ask you questions in return. Giving them permission to do so can lead to the best episodes. Find Your Unique Angle: Identify a gap in your niche. Steven found that while many advisors discuss business exits, the founder's personal perspective was missing, so he positioned his podcast to "speak founder". Create a "Fly on the Wall" Experience: Your goal should be to make the listener feel like they are quietly observing a genuine and valuable conversation between you and your guest. Don't Fear the Interrupt: If a guest becomes overly scripted or starts rambling, you can use a pattern-interrupt question (e.g., "What is your favorite ice cream?") to break their script and guide them back to a more authentic, conversational state. Quote of the Show: "The hardest part is always to start, you know, people, they wanna have all the answers. They want to be super polished. They need to be a hundred percent prepared. And that's definitely not the case with, it shouldn't be the case with most goals. And definitely for podcasting." Links: LinkedIn: https://www.linkedin.com/in/stevenpivnik/  Personal Website: https://stevenpivnik.com/  Company Website: https://aipadvisory.com/  Podcast: https://podcast.stevenpivnik.com/  Book Link: https://podcast.stevenpivnik.com/ 

Ismael Larrosa, Founder and CEO of the UX-led development company Capicua, joins the show to discuss his entrepreneurial journey, from defying his father's wishes to attend design school to leading one of the fastest-growing companies in the Americas. Ismael shares his philosophy on the significant role luck plays in success, the importance of choosing the harder, more sustainable path, and how founders can manage the emotional highs and lows of the startup world. The conversation also explores practical strategies for stabilizing revenue, the transformative power of generative AI as a tool for both developers and designers, and why the future of the office depends on fostering creativity, not just offering perks.   Takeaways: Choose the Harder Path for Long-Term Growth. When faced with two choices, opt for the one that is more difficult but ultimately more sustainable. This approach helps build skills and creates more robust, long-term solutions for clients. Stabilize the Emotional Rollercoaster. In the early days of a startup, the highs are very high and the lows are very low. To make the journey less stressful, work on strategies that decrease the frequency and gap between those peaks and valleys for a more manageable ride. Escape the "Feast or Famine" Cycle. To create more consistent revenue in a service-based business, you must always be prospecting, selling, and closing. You can further stabilize this by shrinking your scope and focusing on the specific types of clients, problems, and services you are best at. Use AI to Enhance, Not Just Accelerate. Treat AI tools like GitHub Copilot as productivity enhancers, not magic wands. The time saved by AI should be reinvested into improving other aspects of the product, such as documentation, quality assurance, and testing, to deliver more value to the customer. Make the Office a Hub for Creativity. Forcing employees back to an office only works if you provide value they can't get at home. Instead of focusing on perks like restaurants or gyms, redesign the office experience around collaborative, creative work that solves problems in ways that are not possible in a distributed environment. Win on Emotion, Not Just Logic. Competitors can often match logical features, but true differentiation comes from appealing to the user's psychological and emotional needs. As Ismael notes with Apple, a user's feeling about a product is a sign that the company understands them on a deeper level. Quote of the Show: "Design is something that you can't explain logically. You can only explain emotionally."  Links: LinkedIn: https://www.linkedin.com/in/ismael-larrosa-fernandez/  Website: https://www.capicua.com/ 

Dr. Stephen Timme, Founder of FinListics and Author of "Insights Led Selling", shares his unique journey from academia to entrepreneurship and details the critical shift modern sales organizations must make: moving from outdated feature-and-function pitching to sophisticated, insight-led conversations. He explains why today's executives are under immense pressure to deliver business results and how salespeople can become trusted partners by demonstrating clear financial and operational value. This conversation is packed with actionable advice on how to understand your customer's goals, tailor your message to different stakeholders, and ultimately transform your sales approach to increase deal size, shorten sales cycles, and boost closure rates.   Takeaways: Focus on What Executives Truly Want: Modern buyers don't want to hear about features; they want you to: 1. Tell them something they don't already know about their business or industry. 2. Show them the clear business and financial benefits of your solution. 3. Make their life easier by providing concise, shareable materials (like a one-pager) they can use to socialize your idea internally. Earn the Right to Talk Tech: The technical, feature-focused conversation is still necessary, but it should happen later in the sales process. You must first convince the business leaders of the value and business outcome. Once they are sold on the idea, you can bring in the technical teams to discuss implementation. Ask Your Customers "Why?": The most direct way to understand your value proposition is to ask your existing happy customers why they chose you. Call them and ask, "Why do you really buy from us?" Their answers will provide you with the exact language and value points to use with your next prospects. Sales Leaders Must Be Coaches: For a sales transformation to stick, sales leaders must actively coach and reinforce the new methodology. During reviews (like QBRs), they should start by asking how the client is closer to achieving their goals, not just by asking about the status of the deal. Land and Expand in Large Organizations: Getting into a massive company like IBM can feel impossible. The key is to start with one small group or department, demonstrate undeniable value and success, and then leverage that success to "island hop" to other parts of the organization. Start with "How," Then "How Much": Don't lead a sales conversation by promising a specific dollar amount in savings. Customers will be skeptical if you don't know their business. First, explain how your solution drives revenue or improves profitability. Once the "how" is established, you can collaborate to build a business case for the "how much." Quote of the Show: "Eat your own dog food, dude... You're just talking about your features and functions. You created it. You're very proud of it. But what the VP of sales or the chief revenue officer wants to know is, so how's that gonna help me increase deal size?" Links: Email: [email protected] LinkedIn: https://www.linkedin.com/in/dr-stephen-timme-phd-finance-8177578/  Website: [email protected] Free Book Download: Insight-Led Selling

Stan Sher, a respected writer, speaker, and president of Dealer eTraining, shares his personal journey from starting as a car salesman at 20 years old to founding his own company, overcoming going broke three times along the way. The conversation dives into why the car-buying process is often unpleasant, which Stan attributes to undertrained, transaction-focused salespeople and a lack of genuine communication.  He champions a "guest experience" mindset, urging a shift towards treating customers like people rather than dollar figures. The discussion also covers the importance of a consultative communication style, the power of personal discipline through challenges like 75 Hard, and the need for self-awareness, inspired by Mel Robbins' book.   Takeaways: Adopt a "Guest Experience" Mindset: Shift your focus from the transaction to treating every customer as a guest. This involves having personal conversations and building rapport, which can overcome the negative stereotypes customers often have. Practice Consultative Communication: Instead of being direct or confrontational, become naturally curious and ask more questions. A consultative approach helps you understand the customer's needs and leads to a more diplomatic and effective conversation. Start Your Day with Intention: Spend the first 15 minutes of your morning watching or listening to something inspirational instead of doom-scrolling. This small habit helps set a positive and motivated mindset for the rest of the day. Learn from Every Generation: If you're a young professional, ask yourself what you can learn from a 65-year-old coworker. Conversely, consider what you can teach and inspire in them. Bridging the generational gap is key for team growth. View All Experiences as Opportunities: Adopt the mindset that every experience you have in life is a good one, because you never know when a skill or lesson learned will become useful. Develop a Process for Failure: Success isn't about never failing; it's about having a clear process for what to do when you fail. Stan's process after going broke was to spend his "9 to 5" applying for jobs and taking every meeting, refusing to give up. Quote of the Show: "I believe that we need to be consultative in every situation. We all need to be naturally curious. We need to ask more questions."  Links: LinkedIn: https://www.linkedin.com/in/stansher83/  Website: https://dealeretraining.com/  Book Link: https://dealeretraining.com/ 

Brant McNaughton, the Founder and Managing Director of the web development consultancy Ecce. Brant shares his journey of transitioning from a 15-year career in global finance to becoming a tech entrepreneur in the late '90s. For over 26 years, he has built his agency on a foundation of strong relationships and reputation, growing organically through word-of-mouth referrals. Brant discusses the evolution of his business, the temptation to turn bespoke projects into products, and how his team uses "5% Fridays" to innovate with AI. He also provides invaluable insight into building a resilient, non-hierarchical company culture and navigating entrepreneurial challenges like the "feast or famine" cycle and the departure of a key employee. Brant connects the grit required in business to his passion for endurance sports, including his incredible story of swimming from Alcatraz.   Takeaways: Prioritize Reputation Above All Else: Brant's business has thrived for 26 years, with 99% of his business coming from his network and word-of-mouth referrals. This underscores the principle that delivering quality work and building trust is the most effective and sustainable marketing strategy. Formalize Time for Innovation: Implement a "5% Friday," giving your team one day a month to step away from client work and explore new ideas and technologies. This dedicated time can foster creativity, improve skills, and even lead to the development of new, valuable projects. Lead from the Trenches to Build Culture: A strong, unified culture is built when leaders are on the shop floor with the team, not in a separate office. Adopting a mentality where no one is above any task—like the All Blacks rugby team captain who still sweeps the change room—eliminates an "us vs. them" dynamic and fosters collective ownership. Don't Catastrophize Key Employee Departures: When a key employee who has been with you for years decides to leave, resist the urge to catastrophize the event. It often creates an opportunity for other team members to step up, take on more responsibility, and bring fresh perspectives to the business. Use Business Downtime to Address "Technical Debt": The "feast or famine" cycle is common in service businesses. During the leaner "famine" periods, instead of worrying, redirect your team's focus to internal projects, process improvements, and fixing problems that were put on the back burner during busy times. Embrace "Type Two Fun" to Build Resilience:  Pushing through difficult challenges, whether it's a grueling endurance event or a tough business problem, builds grit. Brant calls this "type two fun": it feels miserable while you're doing it, but looking back, the sense of accomplishment and learning is deeply rewarding. Quote of the Show: "Reputation's everything. It's like when you run a decent pub, it's your name across the door, right?" Links: LinkedIn: https://www.linkedin.com/in/brantmcnaughton/  Website: https://www.ecce.uk/  Linktree: https://a1m.at/brant 

Mike Hogan, CEO of Insights7, is a seasoned business leader with over 25 years of global experience. Hogan shares his journey from providing advisory services to developing a software-as-a-service platform designed to help organizations align their execution with strategic goals through his "work to value management system." He discusses the common challenge of ensuring entire teams are "rowing in the right direction" and introduces the concept of overlaying a value chain structure on top of the traditional organizational chart to create a single value creation system.  Hogan explains how this approach empowers employees, fosters a culture of accountability, and provides leaders with the objective data needed to make difficult decisions. The conversation also touches on the parallels between entrepreneurship and endurance sports, the role of AI in their platform, and the ideal company profile for implementing their system. Takeaways: Aligning Execution with Strategy is Paramount: The most significant challenge for many businesses is ensuring that day-to-day operations (execution) are truly aligned with the company's high-level strategic goals. The Value Chain as a Governing Structure: Instead of relying solely on the traditional organizational chart, companies can achieve greater success by making the value chain structure explicit and the governing framework for decision-making. Define Value and Empower Your Team: Leaders should clearly define what "value" means for their customers and stakeholders. This clarity empowers teams by giving them a clear target and the autonomy to determine the best way to achieve it. Objective Data for Difficult Conversations: A system that provides clear, objective data on value creation can facilitate difficult but necessary conversations about performance, even with long-time employees or the leaders themselves. Context is Key for Effective AI Implementation: For AI to be truly effective within an organization, it needs a "ground truth" or a contextual layer that ensures all AI-driven recommendations are aligned with the company's shared understanding of its work-to-value system. The Entrepreneurial and Endurance Mindset: There are strong parallels between the mindset required for successful entrepreneurship and that of an endurance athlete, including planning, preparation, execution, and navigating setbacks. Ideal Client Profile: The "work to value" system is best suited for growth-minded companies, particularly small to medium-sized enterprises (from $10 million to $1.5 billion in revenue), where leaders are still closely involved in the business operations.  Quote of the Show: "I think showing people who their customers are is one of the greatest gifts you can give."  Links: LinkedIn: https://www.linkedin.com/in/mikehoganinsights7/  Website: https://insights7.com/ 

Evan Dash, the co-founder and CEO of the billion-dollar kitchenware brand, Dash, shares his remarkable journey from being a firefighter to a corporate executive at Macy's, and ultimately, an acclaimed entrepreneur. He details the initial struggles of launching a business, the relentless challenges of managing cash flow in a rapidly growing company, and the unique experience of navigating a partial exit to a strategic partner, Groupe SEB. Evan provides a masterclass on building a brand from the ground up by focusing on being a "content company" first, fostering a positive team culture, and leading with values. He also discusses his partnership with his wife, Rachel, and offers invaluable advice for aspiring entrepreneurs on the importance of gaining corporate experience before launching their own ventures.   Takeaways: Gain Experience on Someone Else's Dime: Before starting your own venture, treat your corporate job as a master's or PhD program. Learn everything you can about the industry, from finance to logistics, and make your mistakes while you're still collecting a paycheck. Focus on Content, Not Just Product: Shift your mindset from being a product company to a content company. The journey of selling a product is endless, requiring fresh content that aligns with seasons, holidays, and lifestyle trends to keep the narrative alive. Build Trust by Understanding Your Customer's Pain Points: When pitching to large retailers, lead with empathy. By demonstrating a deep understanding of their challenges and positioning your brand as a solution, you can break down barriers and build a strong partnership. Prioritize Values to Drive Long-Term Success: Implementing initiatives that prioritize values, like offering paid time off for community work, can become a significant source of company pride and a powerful tool for recruitment and retention. Embrace Organic Influencer Relationships: You don't always need a large budget for influencers. By creating products people genuinely love, you can inspire a wave of user-generated content. Identify and reward these organic ambassadors to build authentic and valuable relationships. Recognize the Power of a Visionary-Operator Duo: For a business to truly succeed, it often needs both a "visionary" who dreams big and an "operator" who is detail-oriented and drives things forward. Respecting and trusting each other's distinct roles is fundamental to a successful partnership. Quote of the Show: "Everything I needed to know about business I learned on the back of a firetruck." Links: LinkedIn: https://www.linkedin.com/in/evandash/  Website: https://bydash.com/  Book Link: https://a.co/d/61LPRlu 

Robert Paylor, a former standout rugby player for UC Berkeley, shares his incredible journey of resilience and recovery. During a national championship game, a catastrophic injury left Robert paralyzed from the neck down, with doctors telling him he would never walk or use his hands again. Robert recounts the harrowing moments on the field, the devastating prognosis, and the immense physical and emotional challenges he faced in the aftermath. He details how the principles of mental toughness learned in rugby, the unwavering support of his family and teammates, and a profound shift in mindset helped him to defy the odds. From being unable to move to eventually walking again, Robert's story is a powerful testament to the human spirit's capacity to overcome, find purpose in tragedy, and inspire millions.  Takeaways: Focus on the Next Most Important Thing: When faced with an overwhelming situation, practice mental toughness by concentrating only on the immediate next step you can take. This prevents you from being paralyzed by the magnitude of the challenge. Control Your Mindset: While you can't always control your circumstances, you can always control your mindset, positivity, and willingness to fight each day. This internal control is a source of power in seemingly powerless situations. Practice Perspective with "Compared to What?" When you feel stuck or defeated, ask yourself, "Compared to what?" This phrase helps put your challenges into perspective by encouraging empathy and focusing on what you  do have, rather than what you don't. Make a Selfless Commitment: Find purpose beyond yourself by committing to inspire and support others. Knowing that your strength helps others can provide the motivation to keep going, even in your darkest moments. Avoid the "Slow Fizzle" by Taking Small Steps: The biggest threat to a long-term goal isn't always a dramatic moment of giving up, but a gradual fizzling out. Combat this by dedicating even just five or ten minutes to your goal each day to maintain momentum. The hardest part is often just getting started. Embrace the Power of Your Support System: Recognize and lean on the support of your family, friends, and team. This network provides essential strength and resilience during life's most difficult periods. Reject False Hopelessness: Be wary of negative predictions that can kill your motivation. While it's important to be realistic, focus on what is possible and surround yourself with a team that gives you their full support, allowing hope to fuel your efforts.  Quote of the Show: "Let's not focus on what we don't have. Let's focus on what we do have and what we can do with it". Links: Twitter: https://x.com/RobertPaylor5  LinkedIn: https://www.linkedin.com/in/robert-paylor/  Instagram: https://www.instagram.com/rob.paylor Website: robertpaylor.com  Book Link: https://a.co/d/g9E548L 

Naomi Kent, the founder and CEO of The Boardroom Company, discusses the intricate dynamics between founders and boards of directors. Naomi shares her 22 years of experience, outlining when founders should formalize an advisory board, what key roles board members play, and how to navigate the challenging transition when outside investors bring in a more formal board structure. The conversation also explores the powerful parallels between the discipline required for endurance sports, like the Ironman triathlons she has completed, and the focus needed to run a successful business. Naomi provides actionable advice for founders on leveraging their boards, for professionals seeking board positions, and for anyone looking to achieve big goals by harnessing discipline, transparency, and the power of their network. Takeaways: Understand the Evolving Purpose of a Board: In the early stages, an advisory board's primary role is often to be a "door opener" for new business and opportunities. As a company matures, especially with institutional investment, the focus shifts to governance, growth, and preparing for major events like an IPO. Boards serve different purposes depending on the company's life cycle. Focus on the Three Pillars Boards Care About: When communicating with a board or seeking a board role, frame your expertise around the three things they are most concerned with: growth, transformation, and risk. This includes oversight of potential risks, managing technological and market transformations, and driving different types of growth. Be Transparent When Your Board is New: If you are a founder facing a new, more formalized board for the first time, don't pretend to know everything. Be transparent and genuine, stating that it's your first time and that you would appreciate guidance from experienced members. Remember, the board has invested in you and wants you to be successful. Hire for Character, Not Just Connections: When building a board, personality fit is critical to avoid contentious dynamics. The best board experiences are defined by the people, not the product. Look for attributes like collaboration, humility, and the ability to ask questions constructively without making management look bad. Achieve Big Goals by Telling People: Whether you want to run a marathon, write a book, or start a business, the first step is to tell people about your goal. This creates accountability and opens you up to unexpected help from your network, connecting you with people who can make your goal a reality. Discipline from Fitness Translates to Business: The discipline, goal-setting, and resilience required for endurance sports like an Ironman directly improve business performance. Being physically fit helps you maintain focus, be more alert, and perform better mentally. To Get a Board Seat, Make Your Network Aware: Finding a board role is not like a traditional job search; positions are rarely advertised. Instead of asking for help, you should make your network aware of your desire to join a corporate board, ensuring you are prepared and using the correct "board-level language" to present yourself as a credible candidate. Quote of the Show: "If you get into the mindset of a loser or someone who's not achieving. Everything's destined to fail, in my opinion. And so everything is about your attitude and everything is about how you approach your day and how you approach your week and the goal settings and things like that." Links: LinkedIn: https://www.linkedin.com/in/naomikent/  Website: https://theboardroomco.com/  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037  YouTube: https://youtu.be/VXdu5jkMcTQ 

Donnie Tuttle, a passionate coach, author of "Sell Anywhere," and professor at the School of Professional Design, shares his transformative journey of relearning sales while living a nomadic life with his family, moving from one Airbnb to another for over two years. He discusses how to move from "the grind to working from your design" by infusing sales with genuine curiosity, joy, and purpose. Donnie explains how he overcame the sting of rejection by adopting an alter ego—the "Joyful Farmer"—and focusing on ulterior motives like having fun and making someone's day better. The conversation explores the importance of authenticity, the power of unconventional follow-ups to create curiosity, and why our smartphones can act as "pacifiers" that kill the boredom necessary for creativity and human connection.   Takeaways: Smartphones can be "pacifiers" that stifle creativity. When we're bored, we become curious and adventurous, leading to new relationships and ideas. However, most people turn to their phones during moments of downtime, like waiting in line, which negates a significant part of human purpose by eliminating the opportunity for curiosity to spark. Reframe rejection with an "ulterior motive." To handle the constant rejection in sales, Donnie adopted the persona of a "Joyful Farmer," shifting his goal from simply making a sale to having fun and making someone's day better. By focusing on a positive ulterior motive, the sting of rejection lessens, and the work itself becomes more enjoyable, leading to better results. Create curiosity with uncommon, authentic outreach. Instead of traditional cold calls, Donnie found success by creating curiosity through unique, physical items, such as sending messages in a bottle. This approach led to a 90% meeting rate because it was uncommon and genuine. He stresses that whatever method you use, you have to believe in it, or it will feel like a gimmick. The best way to grow is through referrals. Above all other methods, the most effective way to grow your business is by leveraging your existing happy clients. Serve people so well that they are eager to talk about you. Then, ask them to connect you with other people who think and act like them, expanding your network through trusted relationships. Embrace consistency and follow-up relentlessly. Success in sales requires consistency and repetition. It is critical to have a system for continuous follow-up and to not stop contacting a prospect until they explicitly tell you to stop. Use AI as a tool to unlock your own genius. Donnie encourages the leaders he coaches to use AI tools like ChatGPT to prepare for coaching sessions. By inputting details about a person's personality (e.g., from a DISC test), AI can provide directional suggestions and questions, which the leader can then use to operate from their own genius and make meetings more effective. Find your "joyful work" to unlock strength. True strength and effectiveness come from joy. Donnie helps leaders and their teams find their "joyful work," where their gifts and talents are used purposefully. When you can identify moments where you love the person you are, you can tap into that version of yourself to tackle challenges in business and in life. Quote of the Show: "Where there's joy, there is an abundance of strength". Links: LinkedIn: https://www.linkedin.com/in/donnietuttle/  Instagram: https://www.instagram.com/donnietuttlecoach/  Personal Website: https://donnietuttle.com/  YouTube: https://www.youtube.com/c/donnietuttlecoach  Book Link: https://a.co/d/akPgAN7  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037  YouTube: https://youtu.be/yQmb_7q8r9A 

Adam Hill, a professional EOS implementer, international keynote speaker, and CEO of the nine-figure family business, Hill Brothers Chemical Company, shares his incredible journey from a decade-long struggle with alcoholism and anxiety to becoming a world-championship qualifying Ironman triathlete. He details the turning point that led him to sobriety in 2012 and how the principles of community and mentorship in Alcoholics Anonymous became a blueprint for his success in endurance sports and business. Adam explains how he applied the same resilience and systematic approach to revitalize his century-old family company, implementing the Entrepreneurial Operating System (EOS) to overcome a period of decline and lead it to unprecedented growth and profitability. Takeaways: The Turning Point of Hitting Rock Bottom: Adam's journey to sobriety began in 2012 after a blackout drunk driving incident, which he considers his rock bottom. This moment forced a choice between self-destruction and seeking help, highlighting that recovery is possible even from the darkest of places. The Power of Community and Mentorship: After getting sober, Adam immersed himself in the community of Alcoholics Anonymous, attending a meeting every single day for his first year. He learned the value of having mentors who have walked the path before and a cohort of peers going through similar struggles, a model he later applied to his triathlon training and business leadership. Applying a Systematic Approach to Audacious Goals: To tackle the goal of completing an Ironman, Adam hired renowned coach Mark Allen and followed a structured training method. This success reinforced his belief in systems, which he later brought to his family's business by implementing the Entrepreneurial Operating System (EOS) to solve deep-rooted issues and drive growth. Using Systems as the "Bad Cop": In a family business, making tough decisions about personnel who may be relatives or longtime employees is emotionally charged. Implementing a system like EOS can depersonalize these difficult conversations by focusing on objective metrics, core values, and the greater good of the organization, making the system, not the leader, the arbiter of performance. From Negative to Positive Engagement: Adam consciously decided to stop engaging with negativity on social media and instead began posting a daily pun or dad joke in 2015. This simple, creative act shifted his mindset, fostered a positive online community, and improved his overall well-being by replacing negative inputs with fun and creativity. Achieving Massive Business Growth Through EOS: After his first year as CEO saw the company barely break even and the second year resulted in a loss, Adam implemented EOS. Within two years, the company's revenues grew by 50%, transforming it into a nine-figure business with sustainable profitability and its best-ever financial standing. Quote of the Show: "A lot of times, we immerse ourselves in the negativity of the world. And one of the best ways that we can get out of that is to stop engaging with the negativity and just do something creative and fun every day. And that drives us to the change that we wanna make in the world." Links: Facebook: https://www.facebook.com/adam.hill.39982/about/?_rdr  LinkedIn: https://www.linkedin.com/in/adamchill/  Website: https://www.eosworldwide.com/adam-hill  TED Talk: https://www.youtube.com/watch?v=jepx2fiMq9s  Book: The Longest Pun War: https://www.dailypunwars.com/the-longest-pun-war/  Podcast: Fearless Family Business: https://www.youtube.com/playlist?list=PLoQNmXXem1pr_wUgdBLKTtYcriZz4_OYH  YouTube: https://www.youtube.com/@adamchill  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037  YouTube: https://youtu.be/u2VwsHwQEHU 

William Bell, Chief Sales Officer at Chief Outsiders and Founder and Chief Executive Officer of Accelerate Consulting, discusses the critical strategies for successfully selling a business. He shares his expert advice for founders, covering everything from maximizing valuation to navigating the intense due diligence process. Discover the common "tricks" sellers attempt, such as manipulating pipelines with non-binding letters of intent, and why honesty is always the best policy to avoid derailing a deal. William and Steven also share their personal experiences as members of the CEO Project, highlighting how an advisory board of peers can help leaders brainstorm solutions and accelerate success.   Takeaways: Maximize Your Sale: Hiring a good investment banker is the most important first step a founder can take when looking to sell. To get the highest price, your best bet is to try and sell to a strategic acquirer, who will almost always pay more than a private equity firm. Due Diligence is Deep: Be honest and upfront during due diligence, as acquirers will dig deep and likely uncover any hidden information, such as undisclosed stock transfers or shell companies. Trying to "pull the wool over" a PE firm's eyes is very difficult. The "Second Bite" is Real: Founders have a great opportunity for a "second bite of the apple" by rolling equity forward into the new company. This second payout can realistically be three to four times the multiple on the reinvested money. Avoid the "Rainmaker" Trap: Promoting your top "rainmaker" salesperson to sales manager is a "very big mistake" that stalls growth in many companies. The skillset of a great salesperson is completely different from that of a sales manager, and you lose your best person in the field. The Post-Acquisition Myth: Bill completely disagrees with the idea that a private equity firm will automatically fire a founder CEO within a year. Good PE firms often want the founder to stay and will have honest conversations about their future role before the deal closes. Quote of the Show: "Being a rainmaker is a completely different skillset than being a sales manager." Links: LinkedIn: https://www.linkedin.com/in/williambellsr/?trk=people-guest_people_search-card  Chief Outsiders: https://www.chiefoutsiders.com/  Xcelerate Consulting: https://www.xcelerate-consulting.com/  The CEO Project: https://theceoproject.com/  Email: [email protected]  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037 

Joanna Lohman is a globally recognized keynote speaker, sports diplomat, mental performance coach, and a former professional soccer player for the Washington Spirit. Joanna shares her powerful journey from the pitch to the podium, offering insights into her transition from elite athlete to transformational speaker and coach. Joanna dives deep into the pursuit of potential, the power of authenticity, and the dangers of early sports specialization for kids. She reflects on the mentors and meaningful moments that shaped her path, while challenging conventional definitions of success by championing process over outcome and values over validation. Drawing from her acclaimed book Raising Tomorrow's Champions, Joanna shares inspiring stories from the world of women's soccer, offering lessons for athletes, parents, and anyone striving to live with purpose. The episode wraps with heartfelt advice on how to find joy, stay grounded, and raise the next generation to be boldly and unapologetically themselves.  Takeaways: Diversify Your Work and Play: Joanna highlights the importance of engaging in diverse activities. Her multifaceted career and early involvement in multiple sports underlined how a variety of experiences contributed to her success. Embracing a range of activities can help build a more robust skillset. Focus on Internal Drive, Not External Rewards: Joanna discusses the significance of focusing on internal satisfaction rather than chasing external achievements like medals or scholarships. This mindset fosters true passion and performance. Cultivate a love for the process and personal growth, rather than fixating on the end result. Value of Authenticity: Joanna's approach to life and career underscores the importance of authenticity. Being true to oneself led to her best performances on the field and formed deeper connections with fans. Make authenticity a core value. It builds genuine connections and leads to more fulfilling and impactful experiences. Resilience in Adversity: Joanna's journey through failed leagues and personal challenges illustrates the value of resilience. Struggles can lead to strength and clarity in one's purpose. Embrace challenges as opportunities to grow and build resilience. They often lead to significant breakthroughs. Reduce Sports Specialization: For young athletes, Joanna advises against early sports specialization and encourages a more diversified athletic background to prevent burnout and build overall athleticism. Encourage children to play multiple sports, as this builds comprehensive physical skills and reduces injury risk. Importance of Self-Reflection: Joanna emphasizes self-reflection and understanding personal values to live a fulfilling life. Take time for self-reflection and define your core values. Journal or meditate to understand who you want to be and how to align daily actions with your values. Limit Social Media: Joanna points out the negative impact of excessive social media on self-esteem and values. Limiting social media use can help maintain focus and mental well-being. Reduce time spent on social media to avoid negative influences and to stay focused on personal growth and real-life interactions. Quote of the Show: "When we live in our values and we speak our truth, we are happier people with deeper satisfaction and enjoyment and meaning, and those are the three key elements to happiness." Links: LinkedIn: https://www.linkedin.com/in/joannalohman/   Personal Website: https://joannalohman.com/   Book: https://rtcsoccer.com/ 

What does it take, not just financially, but emotionally and strategically, to sell the company you built from the ground up? Kelly Stratton, President and Founder of Quire, a cloud-based platform transforming technical report writing. As a seasoned environmental engineer and advocate for Agile development, Kelly shares her journey through the successful sale of her company and the lessons learned along the way. She emphasizes the value of assembling a specialized M&A team—accountants, legal advisors, and investment bankers—who can guide founders through complex decisions. Initially skeptical of private equity, Kelly explains how the experience ultimately shifted her perspective and resulted in a better outcome for her business. From the importance of clean financial records to navigating equity issues and planning for wealth management, Kelly offers actionable insights for any entrepreneur considering a sale. She also explores how to maintain company culture post-acquisition and how her role evolved under new ownership. With candid reflections on valuation, financial metrics like the Rule of 40, and the indispensable role of a good investment banker, this conversation shines a light on the strategic and emotional realities of exiting a company—and what it means to finish well.   Takeaways: Build a Great Team: Carefully select a team of professionals experienced in M&A processes, such as specialized accountants, business attorneys, financial advisors, and even a fractional CFO, if necessary. Their expertise can significantly impact the efficiency and success of the transaction. Engage a Skilled Investment Banker: Find an investment banker well-versed in your industry who can accurately value your business and market it effectively. They should be able to guide you through the entire M&A process and help you understand the true worth of your company. Have Open Conversations with Potential Buyers: Engage in discussions with both strategic buyers and private equity firms. Understanding their perspectives and what they bring to the table will help you make an informed decision about the future owners of your business. Engage with a Wealth Manager Early: Start working with a wealth manager well in advance of the transaction. They can help you understand your financial needs post-transaction, set up donor-advised funds, and implement other strategies to optimize your financial outcomes. Clean Up Your Books: Ensure your financial records are clear, accurate, and follow best practices. Small discrepancies can hold up deals, and having transparent and well-maintained financial records can expedite the process and ensure you get a fair valuation. Prepare for Emotional Challenges: Selling a business you founded can be highly emotional. Preparing mentally for this transition and understanding how to balance the emotional aspects with business decisions is crucial for a smooth process. Adapt and Upgrade Your Team as Needed: Recognize when it's essential to bring in more specialized team members, particularly those with exit experience. Although it might be tough due to loyalty to your initial team, having the right people in place is key for scaling and facilitating a successful exit. Quote of the Show: "Don't trust your story with just anyone. They need to know you. They need to have deep expertise and knowledge about the space that you work in."  Links: LinkedIn: https://www.linkedin.com/in/kelly-l-stratton-5a64485/  Website: https://openquire.com/  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037  YouTube: https://youtu.be/1t4cPFqZV8w 

In this episode of Built To Finish, host Steven sits down with James Hall, CEO of Enate, to explore his impressive track record in the advanced technology sector and his strategic approach to successful business exits. James takes us through his entrepreneurial journey—starting with the founding of Gen Four in 2012, its acquisition by Accenture in 2017, and his current leadership role at Innate. He dives into the critical components of building a business with a clear exit in mind, including the importance of knowing your business model, identifying your target buyers, and setting a defined exit number. James also offers expert insights into automation and orchestration technology, navigating due diligence, structuring earnouts, and the key distinctions between founding a startup and running a mature company. Throughout the conversation, he shares the personal motivations that drive him—and the satisfaction that comes from guiding a company to a meaningful and rewarding conclusion.   Takeaways: Maximizing Stakeholder Value: Always strategize to ensure that all stakeholders benefit at the exit. This involves knowing your company's strengths, aligning them with market needs, and effectively communicating this value during negotiations. Define Your Target Market Early: Identify and understand your target market and potential buyers early in your company's lifecycle. This strategic foresight allows you to build a product or service that meets specific market needs and increases attractiveness to potential acquirers. Prioritize Recurring Revenue: While project-based revenue can be significant, recurring revenue models often yield higher valuations. Transitioning from a pure services model to technology-enabled services can provide a steady and predictable revenue stream, making your business more attractive to buyers. Build Proprietary Technology: Develop proprietary technology that underpins your service delivery. This can create significant value and act as a multiplier during valuation. Intellectual property that can be leveraged across multiple use cases is especially valuable. Structuring Earn-Outs Wisely: When structuring an earn-out with an acquiring company, ensure that it's achievable and not overly dependent on factors outside your control. Strike a balance between what's taken upfront and what's contingent to avoid future conflicts. Confidentiality During the Exit Process: It's crucial to manage how and when the information about the exit process is shared within your organization. Maintain a balance between keeping key personnel informed and avoiding unnecessary distractions. Prepare Thoroughly for Due Diligence: Before entering a due diligence phase, rehearse the process and ensure all your financials, contracts, and operational details are in order. Being prepared can streamline the process and reduce the risk of complications. Quote of the Show: "The real multiplier on the value of the business comes from underpinning services with proprietary technology that enhances the delivery mechanism." Links: LinkedIn: https://www.linkedin.com/in/james-hall-enate/  Website: https://www.enate.io/  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037  YouTube: https://youtu.be/ryC9sDulPOE 

Damon Lembi, a two-time bestselling author, podcast host, and the founder and CEO of Learnit, shares his perspective on leadership and decision-making. He discusses the central concept from his book, "The Learn It All Leader," which contrasts "learn-it-alls" who are humble and open to new ideas, with "know-it-alls" who are stuck in their ways. A key decision highlighted in his career was the acquisition of a local competitor right before COVID, a move that proved to be highly successful. The conversation also explores common decision-making pitfalls for leaders, such as making rash, emotional choices, not involving the right stakeholders, and waiting too long for complete information. Lembi emphasizes that creating a culture of learning starts with leadership and involves giving and receiving feedback effectively to foster psychological safety. He shares personal anecdotes about mistakes made in his entrepreneurial journey, including over-expanding the business and making a poor hiring choice for a COO. The discussion also touches on the impact of AI on business and the motivations behind both Lembi and Pivnik writing their respective books.   Takeaways: Key Decisions for Success: Identify and take advantage of strategic opportunities, such as acquiring competitors. For example, Damon mentioned acquiring a local competitor before COVID for a fair price, which significantly benefited their growth. Avoiding Decision-Making Pitfalls: Leaders should avoid making rash or purely emotional decisions, involve the right stakeholders, and consider multiple options rather than viewing decisions as binary choices. Continuous Learning Culture: Promote a culture of continuous learning within your organization, starting from the top. Leadership should model learning behavior, encourage feedback, and create an environment where people feel safe to innovate and make mistakes. Effective Utilization of AI: Leverage AI to optimize tasks and challenge assumptions. Use AI as a sounding board to review plans and gain new perspectives, thus enhancing decision-making processes. Rereading and Implementing Book Strategies: Instead of reading multiple new books annually, focus on deeply understanding and applying the lessons from a few key books that resonate with your goals. Implement these strategies thoroughly for better results. Smart Promotions: Carefully assess why an individual wants a leadership role before promoting them. Ensure they have the necessary skills and desire for leadership to avoid disrupting their performance and team dynamics. Learning from Mistakes: Reflect on past mistakes (dummy tax) to avoid repeating them. Damon shared his experience of overexpansion and making hasty executive hiring decisions without proper due diligence, emphasizing the importance of careful planning and patience. Quote of the Show: "As an entrepreneur, as a leader, you gotta get comfortable with getting outta your comfort zone and putting your story out on paper and sharing it with the world" Links: LinkedIn: https://www.linkedin.com/in/damonlembi/  Personal Website: https://www.thelearnitallleader.com/  Company Website: https://www.learnit.com/  "The Learn It All Leader": https://a.co/d/h5nTxco  "Good Decisions Equal Success": https://a.co/d/4IO3RU3  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037 YouTube: https://youtu.be/n1Sgp1-DCHQ 

Former professional football player and inspirational figure Mike Pawlawski shares his journey from overcoming cystic fibrosis to becoming a world champion quarterback. Mike discusses his success in building companies, his work as a TV producer and broadcaster, and his role as a keynote speaker and high-performance coach. He emphasizes the importance of persistence, adaptation, and the interplay between psychology and physiology in achieving greatness. Mike also recounts a harrowing encounter with a grizzly bear during the filming of an outdoor documentary. He concludes by offering actionable advice for setting and achieving audacious goals and describes how anyone can train themselves to reach their full potential. Takeaways: Overcoming Hurdles: To overcome incredible hurdles like a serious disease, it's essential to have an unwavering mindset and the support of those around you. Mike's story of overcoming cystic fibrosis showcases the power of persistence and a supportive environment. Your Body Adapts: Your body is designed to adapt to the stresses you put it through. By persistently challenging it—whether through physical activities or mental tasks—you can enhance your capabilities. Mike's journey from a sickly kid to a world champion is a prime example of this adaptive ability. Developing Discipline: To develop discipline, start by breaking down large tasks into smaller, manageable pieces. Focus on doing one small piece consistently until it becomes a habit, and then add the next piece. Over time, these small habits will compound to form a disciplined lifestyle. Perform at Your Peak: Achieving peak performance involves a combination of physiological and psychological preparedness. Understanding and harnessing your body's acute stress response can turn anxiety into a performance enhancer. Make a Deal with Yourself: When facing a tough situation, make a deal with yourself to take just one more step. This method helps to break down overwhelming tasks and ensures continuous progress, much like how Mike pushed through his early running struggles. Focused Effort: Focused effort yields focused results. It's essential to have intentional, planned actions toward your goals. This structured approach helps ensure that you're making the most efficient progress possible. Set Your Identity: Establish a clear identity for who you want to be. This identity will guide your habits and help align your actions with your goals. Mike's experience in setting his identity as a world-class quarterback, despite initial inadequacies, demonstrates the power of a strong self-concept. Quote of the Show: "Greatness comes from maximizing your talent, optimizing your nervous system. Accomplishment takes audacity." Links: LinkedIn: https://www.linkedin.com/in/mikepawlawski/  Website: https://mikepawlawski.com/  Book Link: https://a.co/d/9pkTkPL  Text "GREAT" to 55444 to receive a free worksheet on how to develop your identity Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037 YouTube: https://youtu.be/e4TReM3bu6Q 

Is your business truly ready for the AI revolution, or will it be left behind? In this episode of Built To Finish, we sit down with Armando Viteri, a seasoned executive with over 25 years in enterprise computing and a co-founder of multiple successful companies. Join us as Armando unpacks the profound ways Artificial Intelligence is reshaping the landscape for software companies and businesses at large. Discover how AI is revolutionizing internal processes, supercharging productivity, and catalyzing a fundamental cultural shift within organizations. Armando shares his compelling prediction about the decline of traditional enterprise SaaS as AI-driven solutions take center stage, and he highlights the critical role AI plays in slashing operational costs and boosting efficiencies. Learn about New Block, Armando's company, and their innovative, technology-agnostic approach to implementing AI in both agile startups and established large enterprises. We also delve into the potential regulatory hurdles on the horizon and explore the indispensable need for human oversight in the deployment of AI. Finally, Armando underscores why having AI experts in the boardroom is no longer a luxury, but a necessity for navigating this monumental technological transformation. Tune in for invaluable insights that could define the future of your business!   Takeaways: Integrate AI into Your Company's Technology Stack and Operations: Companies should incorporate AI not only in their customer-facing products to remain competitive but also in their internal operations (like software development, marketing, and customer support) to boost productivity and reduce costs.    For Startups, Focus on AI Solutions for the SMB Market: The enterprise space is moving towards bespoke, in-house AI solutions. Startups have a significant opportunity in developing AI-powered products for Small and Medium-sized Businesses (SMBs) that lack the resources to build their own. This often involves pairing a domain expert with an AI technology partner.    Re-skill Your Workforce with a Focus on Soft Skills: As AI handles more hard skills (like coding), the value of soft skills—such as critical thinking, communication, and emotional intelligence—will increase disproportionately. Companies should consider reskilling their workforce to adapt to this shift rather than just focusing on headcount reduction.    Ensure Your Board Includes AI Expertise: Given the fundamental shift AI represents, companies of all sizes, especially public ones, make a strategic mistake if they don't have a genuine AI expert on their board to guide strategy and implementation, not just a management consultant.    Prepare for the Decline of Enterprise SaaS: Businesses, particularly large enterprises, should anticipate a shift away from traditional enterprise SaaS solutions. As AI capabilities grow, companies may find it more cost-effective and efficient to develop bespoke AI agents and solutions in-house, as exemplified by Klarna replacing Salesforce and Workday with its own AI.    Adopt a Technology-Agnostic Approach to AI Implementation: When implementing AI, avoid being locked into a single vendor's technology stack. Instead, choose solutions and partners that are technology-agnostic to ensure the best fit for specific problems, potentially combining generative AI, narrow AI, and traditional algorithms.    Recognize AI as a Cultural Shift, Not Just a Technological One: Implementing AI effectively is more than a technology upgrade; it requires a cultural transformation within the organization. Businesses need to prepare for changes in how work is done, how decisions are made, and what roles humans play alongside AI.   Quote of the Show: "AI is never gonna take away your job, but somebody who knows how to use AI will be the one that takes away your job." Links: LinkedIn: https://www.linkedin.com/in/armandoviteri/  Website: https://neubloc.ai/  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037  YouTube: https://youtu.be/SzSoEzUqYZc 

Jon Giganti, a seasoned sales professional, former division one collegiate athlete, and author of the USA Today bestseller 'With Intention.' John shares his journey of writing the book, rooted in his early experiences with motivational literature and his struggles with performance in sports and sales. He discusses the concept of living with intentionality, overcoming obstacles, and managing 'intention deficit disorder,' a term introduced by Dr. Russell Barkley. The conversation also covers productivity strategies, the importance of building trust within teams, and John's recent leap from corporate America to entrepreneurship. John now focuses on coaching, speaking, and developing tools to help others reach their potential by reducing internal interference. Takeaways: Put Yourself in Position to Serve Others: Focus on building yourself so you can effectively serve others. Shifting from self-centered goals to service-oriented ones not only enriches others but also creates sustainable success for you. Gamify Your Habits: Use habit-tracking apps to make personal growth fun and measurable. Turning habits into a game can boost consistency and motivation. Lean Into the Storm: Don't avoid challenges—face them head-on, like a bison running into a storm. This approach builds resilience and helps you overcome difficulties more effectively. Performance = Potential – Interference: Identify and minimize the "interference" in your life, such as self-doubt or external distractions, to unlock your full potential and improve performance. Embrace the 'Next Play' Mindset: Like in sports, quickly move past mistakes by learning from them and focusing on the next opportunity. This reduces emotional baggage and keeps you progressing. Practice Envisioning Exercises: Regularly engage in visualization practices, like creating vision boards, to align your subconscious with your goals and support better decision-making. Invest in Coaching and Mentorship: Seek guidance from coaches and mentors who can provide feedback, insights, and accountability to accelerate your personal and professional growth. Quote of the Show: "Once you realize that life's a journey and they're all lessons, you never really fail." Links: LinkedIn: https://www.linkedin.com/in/jon-giganti-3173172/  Website: https://www.jongiganti.com/  Book Link: https://a.co/d/6gF8Fig  Ways to Tune In: Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY  Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842  Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65  Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037  YouTube: https://youtu.be/X452I7QoTAY