Behind the Frame

In this episode, hosts Jay Duffy and Morgan Watson are joined by Dimitrios Komninos, founder of Dmitri Olive Oil. This episode explores how Dimitrios transformed a 200-year-old family legacy into a premium international brand through grit, education, and an uncompromising commitment to quality.Pure Quality from Grove to GalleryThe Anatomy of Real Olive Oil: Dmitri explains that true extra virgin olive oil must be single-sourced and maintain an acidity level below 0.8%—though his typically tests below 0.3%. He details his unique position as a pioneer in importing unfiltered olive oil to the East Coast, preserving the nutrients and high polyphenol counts that filtered oils lose.A Lifelong Apprenticeship: After high school, Dmitri spent eight months working on his family’s farms in Greece to master the harvesting and pressing process firsthand. He emphasizes that this hands-on experience allows him to justify his premium pricing to consumers who are used to mass-produced, low-quality options.The "Bootstrap" Years: While building the business, Dmitri spent years working late-night shifts busing tables at local restaurants to fund his venture and save capital. His "gritty" mindset meant working 100-hour weeks and even taking on private loans when traditional banks turned him away during the 2008 financial crisis.Community and Farm-to-Table Roots: The brand’s growth was fueled by the local community through Greek festivals and farmer's markets. Dmitri shares how building authentic relationships with chefs at renowned Baltimore establishments like Woodberry Kitchen and Gertrude’s helped solidify his reputation as the "olive oil guy".Logistics of Freshness: Managing a perishable import business requires precise timing. Dmitri explains why he only ships product during the colder winter months to avoid heat exposure in metal containers, ensuring the oil remains stable and high-quality when it reaches the consumer.Strategic Growth: Rather than chasing mass retail distribution that would "beat down" his margins, Dmitri focuses on purchasing mature family farms in Greece and expanding through a direct-to-consumer subscription model.

In this episode of Behind the Frame, hosts Jay Duffy and Annette Quigley are joined by Dr. Sarah Cannon, board-certified dermatologist and owner of Cannon Dermatology in Bel Air, Maryland. Dr. Cannon shares her journey from the burnout of traditional, high-volume insurance practices to pioneering a direct care model that prioritizes quality time and evidence-based medicine.The Direct Care Revolution in MedicineBreaking Away from Burnout: Dr. Cannon candidly discusses the "state of medicine" that often requires dermatologists to see up to 80 patients a day. She explains how the traditional system's focus on insurance coding and volume led her to seek a more autonomous path that allows for longer, high-touch patient visits.The Direct Care Model Defined: Unlike traditional practices, Cannon Dermatology does not contract with insurance companies. Patients pay a transparent, upfront cost for time-based appointments, allowing Dr. Cannon to address multiple concerns—such as skin cancer checks and biopsy procedures—in a single visit without the restrictions of insurance "middlemen".Medical Evidence vs. Social Media Trends: Dr. Cannon addresses the "misconception" that dermatology is purely cosmetic. She advocates for a minimalist, evidence-based skincare routine over 15-step social media trends, highlighting four non-negotiables: Vitamin C, Sunscreen (365 days a year), Retinoids, and ExfoliationThe "Messy Middle" of Launching a Practice: Dr. Cannon describes her first 90 days as "scary and exciting". She details the learning curve of navigating commercial leases, legal protocols, and hiring while simultaneously being a mom of three.A "Patient-First" Philosophy: From personally calling patients with serious diagnoses like melanoma to handling her own prior authorizations, Dr. Cannon emphasizes that a small, efficient team allows her to maintain a quality of care that larger, corporate-run practices often lose.This episode is essential listening for aspiring medical entrepreneurs, direct primary care advocates, and anyone interested in dermatology in Bel Air. Dr. Cannon provides professional insights into skin cancer prevention, direct care vs. insurance models, and the financial reality of opening a medical practice.

In this episode of Behind the Frame, hosts Morgan Watson and Annette Quigley are joined by entrepreneurs Kurt Selmer and Michael Clark. Together, they discuss their unique partnership and the creation of Park and Social, a members-only car storage and social club that merges high-end automotive care with community building.From Passion to State-of-the-Art Operations: Kurt Selmer discusses transitioning from 14 years in corporate IT management at McCormick to scaling Detailed Solutions from a home garage into a ten-employee, 10,000-square-foot luxury automotive facility. The Power of Character and Legacy: Michael Clark highlights that reputation and character are a business owner’s greatest lifelong assets, far outweighing technical metrics like IRR. He candidly shares how a pivot born out of "boredom" led him to focus on Park and Social, a members-only social club designed to create a long-term community legacy. Strategic Growth and Team Culture: Both entrepreneurs emphasize that successful scaling requires finding partners and employees who share their core values. They advocate for "work-life integration" rather than balance, noting that total transparency and relentless determination are the keys to surviving the "messy middle" of business ownership.This episode is a deep dive into automotive business entrepreneurship, commercial real estate development, and legacy business planning. Featuring insights from Kurt Selmer (Detailed Solutions) and Michael Clark (Park and Social), it explores work-life integration, strategic hiring, and the shift from transactional to relational business models.

In this episode of Behind the Frame, hosts Morgan Watson and Annette Quigley are joined by Robert "Rob" Commodari, a multifaceted entrepreneur, author, and host of the Chiseled podcast. This episode dives deep into the psychology of high achievement, the spiritual catalyst for personal growth, and the internal battles that define successful leaders.The Masterpiece in Progress:The Origins of "Chiseled": Rob shares the spiritual and serendipitous moments that led him to launch his podcast, Chiseled. After hearing the phrase "I'm just a work in progress" three times in three days, he had a meditative vision of Michelangelo’s David being carved, symbolizing how life’s experiences "chisel" us into our true selves.Ambition vs. Significance: Rob challenges the standard definition of success. He argues that ambition for the wrong reasons is shallow and introduces a four-stage journey of personal evolution: Survival, Stability, Success, and finally, Significance—where one’s work is driven by a change of heart to help others.The Identity Trap: One of the most poignant discussions centers on "identity theft"—not the legal kind, but the emotional cost of anchoring one's worth to professional status or material success. Rob emphasizes that high achievers often struggle quietly with the fear of being average and the pressure to never show weakness.Radical Self-Awareness: Rob describes himself as an "investigator" of his own life. He encourages listeners to seek moments of silence and pay attention to the "humming in their heart" to identify their true gifts rather than trying to mimic someone else’s path.Vulnerability in Leadership: From overcoming dyslexia to battling imposter syndrome, Rob highlights how transparency is a strength rather than a weakness. He shares a touching story about his daughter, demonstrating how leading by example and pursuing personal growth can profoundly impact the next generation.

In this episode, Jay and Morgan are joined by Danny Whitehurst, Co-Founder of Ten Oaks Builders. This episode goes deep into the world of land development and high-end custom home building, emphasizing that the "messy middle" of construction is best managed through transparency and radical accountability.From Lacrosse to Land Development: Danny reflects on his transition from being a college goalkeeper to managing the financial risks of large-scale land development for national builders like Ryan Homes.Defining True Quality: For Ten Oaks, quality isn't just about finishes; it's about the "18-month relationship" with the client. Danny explains why vetting the buyer for a good fit is just as important as the building process itself.The Myth of TV Construction: Danny debunks the "overnight success" portrayed on home renovation shows, highlighting the importance of shared expectations regarding costs and building durations.Financial Discipline & IRR: As a self-described "financial geek," Danny explains why Internal Rate of Return (IRR) can be a dangerous metric in volatile markets and why he prioritizes profit margin and conservative underwriting instead.Extreme Ownership: Inspired by Navy SEAL Jocko Willink, Danny shares his core philosophy: if there is a "rub" with a customer, it is always the builder’s fault for failing to educate or communicate effectively

In this episode of Behind the Frame, hosts Jay Duffy and Morgan Watson sit down with Alessandro Vitale, CEO of Highland Sporting Outfitters. Alexandra shares a masterclass in turning a lifelong passion into a premier gallery experience, navigating the complex world of high-end shotguns and land development.Building a Gallery Experience: Alexandra discusses how he moved away from the "seedy gun shop" stereotype to create a high-end gallery similar to a luxury jeweler, representing bespoke brands like Krieghoff and Beretta.The Power of High-End Mentorship: From meeting presidents to being mentored by Baltimore business legends like Henry Rosenberg and Dennis Townsend, Alexandra highlights how relationships are the true currency of success.Navigating Political & Regulatory Fires: Alexandra provides a candid look at the challenges of operating in a highly regulated industry, including testifying against unconstitutional tax increases and managing the zoning hurdles of Baltimore County.The Future of Training: Learn why simulator-based training is "hot," allowing shooters to perfect body mechanics and eye dominance in a controlled environment before ever stepping onto the range.Hiring for Growth: Alexandra shares his philosophy on profit-sharing and uncapped commissions, believing that a team only succeeds when they are treated as true partners in the business.

In the 13th episode of Behind the Frame, hosts Jay Duffy and Morgan Watson are joined by Mike Naylor, Co-Founder and CEO of Direct Mortgage Loans (DML). Mike shares the high-stakes journey of building a full-scale mortgage lender from the ground up, starting from a snowy car accident to achieving a massive $1 billion milestone in annual mortgage originations.The "Accidental" Career: Mike reveals how a car accident on the way to a job interview eventually led him to the mortgage business. Starting as an entry-level telemarketer with a phone book and a headset, he learned the business through pure grit and competition.The Power of Partnership: Mike discusses his long-standing partnership with co-founder Ashley Mills. He highlights the importance of aligning individual strengths—such as Ashley’s focus on technology and customer experience versus Mike’s focus on leadership development and recruiting.Surviving Industry Shifts: A major turning point for DML was the strategic shift from a 99% refinance model to a 90% purchase-focused model over two years. This foresight allowed the company to survive and thrive while competitors focused on low-hanging refinance fruit failed.Radical Transparency as a Value: Mike emphasizes that Transparency is the core value of DML. He explains that being an "open book" with employees about margins and challenges builds a culture of trust and empowers team members to solve problems themselves.Hiring for Attitude: When scaling a billion-dollar company, Mike looks for one non-negotiable trait: Attitude. He believes that while knowledge and skills can be taught, a great attitude is what separates world-class per

In this episode of the Behind the Frame podcast, hosts Morgan Watson and Annette Quigley sit down with Kelly Casalena, owner of Kelly’s Hair Design in Joppa, Maryland. Kelly is not only a seasoned cosmetologist but also a trichologist—a specialist in the science of hair loss and scalp disorders.The Science of Trichology: Kelly explains that her work exists at the intersection of aesthetic care and biological science. She helps clients navigate complex hair loss journeys caused by medical treatments like chemotherapy, hormonal changes such as menopause, and genetic predispositions.A Non-Traditional Path: Kelly candidly shares her personal journey, including overcoming dyslexia and choosing a hands-on career. Determined to succeed after being told she would be a "beauty school dropout," she moved from Philadelphia to Maryland and eventually opened her own salon to pursue a vision that others couldn't see.Business as a "Family": One of Kelly's key leadership lessons is the danger of blurring the lines between employees and family. She reflects on the struggle of disciplining staff when personal boundaries are crossed and the importance of maintaining professional relationships while still fostering a supportive culture.Pivoting Through Crisis: Kelly discusses the "blessing and a curse" of COVID-19, which forced her to shut down her original location and reinvent her business on her own terms. This transition allowed her to return to the specialized hair restoration work she had put on the back burner for years.The "Investigator" Mindset: Rather than just a practitioner, Kelly describes herself as an "investigator". She emphasizes the importance of personalized treatment plans over "miracle" marketing claims, carefully analyzing a client’s lifestyle, diet, and scalp health to find real solutions.This episode is a must-listen for anyone interested in trichology and hair restoration, women in business, and small business leadership. Kelly offers expert advice on managing hair loss stigma, the importance of scalp hygiene, and navigating career pivots in a high-touch industry.

Hosts Morgan Watson and Annette Quigley are joined by Brent D. Francis, a third-generation funeral director and the owner of Parkview Funeral Home. This episode provides an insightful look into the "business of compassion," debunking common industry myths while offering practical business advice for surviving a shifting landscape.Generational Roots & Modern Realities: Brent shares his journey as a third-generation owner, originally following in his grandfather's 1936 footsteps in Canada before bringing his expertise to Baltimore. He candidly discusses the "steep decline" of generational succession as more children opt out of the industry's demanding 24/7 schedule.Essential Business Wisdom: Brent reveals two critical lessons inherited from his father:Avoid the Inventory Trap: Never purchase supplies you do not immediately need; excessive inventory is often a precursor to business failure.Internal Metrics Over External Reports: If a business owner relies on monthly balance sheets to understand their health, they aren't truly managing their business.Navigating Industry Trends: The conversation explores the massive shift toward cremation services and the rising interest in green burials and personalized celebrations of life. Brent emphasizes that while the "traditional" funeral is changing, the core need to honor every life remains constant.The "Referee" Role: Beyond funeral planning, Brent discusses the unexpected role of a funeral director as a therapist and referee, often mediating physical and emotional family disputes during high-stress moments.Proactive Planning: One of the most important takeaways is the value of funeral pre-planning. Pre-paying not only lifts the emotional burden from children but also acts as a strategic financial move during Medicaid "spend-down" periods.This episode is essential listening for those interested in funeral home management, family business succession, and funeral pre-planning Baltimore. Brent Francis offers unique insights into cremation vs. burial trends, green burial options, and the financial strategies of small business ownership.

In this episode, hosts Jay Duffy and Morgan Watson interview the legendary voice of the Baltimore Ravens, Emmy-winning sportscaster, leadership and communication coach, and founder of the Sandusky Group, Gerry Sandusky.Gerry, who humorously describes the feeling of playing a "pickup game with an NBA player" when doing a podcast, shares the often non-linear and accidental path that led him from a college finance major to a four-decade career in broadcasting and consulting. He offers powerful insights on leadership, communication, and authenticity.Key Discussion Points:The Accidental Career: Gerry shares the roundabout story of how a career counselor's question led him to enroll in broadcasting school, land an unpaid internship, and eventually break into the industry by filling in for no-show editors, producers, and reporters.Finding Your Voice: He explains that finding your voice is a gradual process, often accelerated by pressure. His need to ad-lib early in his career prevented him from becoming a "prisoner to the prompter" and taught him to communicate as if speaking to just one person.The Importance of Connection: Gerry discusses the power of emotional connection, citing his spontaneous on-air phrase, "The hay's in the barn", which instantly connected with the audience and became part of his identity. He stresses that emotional connection must come first; intellectual connection will follow.

In this episode of Behind the Frame, hosts Jay Duffy and Morgan Watson welcome Dr. Paul Fox, the owner and lead veterinarian at Mount Carmel Animal Hospital. Dr. Fox purchased the practice in 1994 , and it has since become a comprehensive care center in Northern Baltimore County, offering everything from diagnostics and dentistry to surgery and general treatment for small animals.Dr. Fox shares his journey from an 11-year-old wanting to be a surgeon and cure cancer to becoming a passionate veterinarian. The conversation offers valuable lessons on business growth, continuous evolution, and the crucial role of relationships in the veterinary world.Key Discussion Points:Origin Story: Dr. Fox recounts the early inspiration for his career when, as a child, he successfully bandaged his Weimaraner's ripped ear after a dog fight, leading a visiting veterinarian to tell him he would make a great vet.Acquiring the Practice: Dr. Fox explains the "right place, right time" opportunity that led him to acquire Mount Carmel Animal Hospital in 1994 at age 28. He discusses the early business moves, like centralizing inventory to save money, and the bank's willingness to grant loans since "veterinary hospitals don't go out of business".The Philosophy of Constant Evolution: Dr. Fox emphasizes that a business must constantly push the envelope and evolve. The hospital has continually invested in state-of-the-art equipment, such as acquiring an expensive ultrasound in the 90s when few practices had them, and more recently, a CT machine, to keep more specialized services in-house.Tune in for an insightful conversation about animal health care, private practice longevity, and the challenging but rewarding business of being a veterinarian.

In this episode of Behind the Frame, hosts Jay Duffy and Morgan Watson sit down with a good friend of Jay's, Joe Perez, the owner and operator of Outsiders CrossFit.Joe's gym is described as one of the most disciplined, tight-knit, and fast-growing fitness communities in the region, built on accountability, culture, and pushing people past their perceived limits.The conversation dives deep into the world of fitness, discipline, community, and entrepreneurship.Key Discussion Points:The Journey to Gym Ownership: Joe shares how his dream of owning a gym started in middle school, evolved from a corporate career, and eventually came full circle to owning a CrossFit affiliate, noting he never expected it to happen.From Coach to Owner: Joe discusses the biggest surprise in transitioning from coaching to being an owner-operator. He highlights the challenge of drawing a line between business and friendship in a relationship-centric business, and the need to make tough decisions that not everyone will agree with.The Outsiders Difference: They explore what makes Outsiders CrossFit stand out. Joe emphasizes the strength of their community and how they genuinely care about their members. He clarifies that "CrossFit is for anyone, but it's not for everybody".Business Insights: Joe reflects on early mistakes, particularly spending money on "shiny new objects" (like brand new rowers or barbells) instead of keeping expenses low and focusing on investments that yield a return.Join Jay, Morgan, and Joe as they discuss building a successful business by creating a disciplined, caring, and thriving community that impacts members across all ages—from 7-year-old Steve to 78-year-old Miss Manette.

Ready to pull back the curtain on what it really takes to build a thriving business as a husband-and-wife team? This episode of Behind the Frame goes beyond the highlight reels to sit down with Cory and Stefanie Skidmore, co-owners of a Celebree School franchise, as they discuss the messy, yet rewarding, middle of scaling a business centered on family and community.Jay Duffy and Annette Quigley talk with the Skidmores, who transitioned from careers in assisted living and ambulance transportation, to becoming entrepreneurs who are shaping the next generation through their core mantra: "protect and educate" . They share their journey, from their children attending the school to becoming first-time franchisees, and how they manage the delicate balance of partnership, parenting, and business growth .What You'll Learn in This Episode:The Origin Story: How the Skidmores' personal experience as parents led them to become Celebree School franchisees .Dividing Roles as Spouses and Partners: How Corey and Stefanie initially managed an "all hands on deck" approach and are now establishing specific roles, emphasizing that in the startup phase, "there's no set duties".The Entrepreneurial Shift: What surprised them most about going from a W-2 job to entrepreneurship, and how they focus on defining their own future and building a family legacy.Recruiting and Culture: The Celebree School's competency-based approach to sourcing staff, including the "recruit hard staff" core, the "Employee Investment Cycle," and their focus on the Parent Child Teacher Experience (PCTE).The Work-Life Balance Myth: Their realistic view on balancing a growing business—including plans for a second location—with family, and why showing up for their kids' practices and games is their personal measure of work-life balance.Handling Disagreements as a Married Couple: How they use "radical transparency" and "openly debate" issues at work, and the importance of having a "short term memory" when things get heated."Hot or Not": Industry Takes: Their opinions on parent apps for updates, themed spirit weeks (lukewarm!), and the use of Conscious Discipline instead of traditional "time out" to help children manage emotions.Whether you're an aspiring entrepreneur, a business owner working with your spouse, or simply looking for inspiration in managing the demands of life and career, Corey and Stefanie share invaluable, candid advice that will resonate deeply.

Welcome to Behind the Frame, where we go beyond the LinkedIn bios and Instagram highlight reels to talk about what really happens when you’re building something from scratch.In this episode, Jay Duffy and Morgan Watson sit down with their close friend, Joe Rector, Co-Founder of Pelican Property Management!Joe and his co-founder, Jordy, took the leap to start Pelican in 2013 and have since grown from six units—Joe's very first client—to over 100,000 units today! Headquartered in Towson, Maryland, Pelican has leveraged technology, process innovation, and thoughtful leadership to elevate the resident experience and board performance across HOA, condo, and commercial property management.In this candid conversation, we dive into:The Problem with Property Management: The "cat dog" relationship between communities and their property managers, and how Pelican breaks outside the black and white by focusing on collaboration and hospitality.The Yin and Yang of Partnership: How Joe (the people person, focused on culture and business development) and Jordy (the tech and software architect) leverage their different strengths to grow the business.Growing a Business & Lessons Learned: Joe shares the difficult leap of starting young with no "book" of clients and why you need to be “calloused enough” to handle the downside of the real estate world.Pandemic Pivot: How being an early adopter of tech like Zoom made their rapid digital transformation "seamless"."Plead the Fifth" Rapid Fire: Which Joe trusts least: a weatherman, an economist, or a board head who promises a short meeting? Plus, is strict HOA rule enforcement hot or not?Joe also reveals his leadership philosophy, which includes hiring people "way smarter than me" and why, as a business owner, you have to find time to "put your mask on first".Whether you're starting a business, navigating a partnership, or just curious about what's really behind the frame of a growing company, this episode is a must-watch!

In this episode of Behind the Frame, hosts Jay Duffy, Morgan Watson, and Annette Quigley sit down with former NFL wide receiver Qadry Ismail — also known as “The Missile.” Qadry shares stories from his football career, what it taught him about teamwork and perseverance, and how he’s applied those lessons to life after the game.The conversation explores resilience, leadership, and finding purpose beyond professional sports. Whether you’re a Ravens fan, a football enthusiast, or simply looking for inspiration on how to navigate life’s transitions, this episode delivers energy, wisdom, and practical takeaways from one of Baltimore’s most dynamic athletes.

In this episode of Behind the Frame, hosts Jay Duffy and Morgan Watson sit down with Nick Waldner, real estate entrepreneur and team leader of the Waldner Winters Team, to talk about building a thriving business, leading with integrity, and creating lasting client relationships. Nick shares how he grew his real estate business, the challenges he faced along the way, and the mindset that has fueled his success.From building strong teams to staying adaptable in a changing market, this conversation is full of practical lessons for entrepreneurs and business leaders. Whether you’re in real estate or any other industry, Nick’s story is packed with insights on growth, leadership, and staying focused on what truly matters.

In this episode of Behind the Frame, hosts Jay Duffy and Morgan Watson sit down with Joe Conciatori, a successful Maryland restaurant owner, to talk about entrepreneurship, leadership, and building a business that reflects your values. Joe shares his journey from the challenges of starting out to running a thriving restaurant, offering an inside look at the grit and determination it takes to succeed in a competitive industry.You’ll hear about the lessons he’s learned in managing people, delivering a standout customer experience, and balancing business growth with personal priorities. Whether you’re in the food industry or running a business in any field, Joe’s story is packed with insight and practical advice for long-term success.

In this episode of Behind the Frame, hosts Jay Duffy and Morgan Watson talk with Eric Rittmeyer, a former U.S. Marine, mental toughness expert, and national speaker on emotional intelligence. Eric brings a no-nonsense perspective on what it takes to stay resilient—mentally, physically, and emotionally—in both business and life.Together, they explore the connection between emotional discipline, leadership, and personal well-being. Eric shares practical advice for strengthening your mindset, managing stress, and showing up as your best self in high-pressure environments.Key Takeaways:What mental toughness really means and how to build itHow emotional intelligence impacts leadership and decision-makingDaily habits that support lasting health and focusThis conversation is full of energy, clarity, and actionable insights for anyone seeking to level up their discipline, mindset, and overall performance.

In the premiere episode of Behind the Frame, hosts Jay Duffy and Morgan Watson sits down with Mariela C. D'Alessio, a dynamic leader and entrepreneur, to discuss what it really means to build a career—and a life—on your own terms. Mariela shares the pivotal choices, personal values, and professional experiences that shaped her path, offering honest insight into both the challenges and rewards of forging your own way.From navigating career transitions to defining success beyond the traditional mold, this conversation is packed with real-world wisdom for anyone looking to align their work with their purpose.Key Takeaways:Why self-awareness is critical to long-term career fulfillmentThe importance of defining success for yourselfHow to lead with intention and build a life that reflects your valuesTune in for an inspiring start to the series, as we go behind the frame with one of Maryland’s most thoughtful and grounded voices in business and leadership.

Get ready to go Behind the Frame, a new podcast that brings you inside the minds of Maryland’s top business owners and entrepreneurs. Hosted by Jay Duffy, co-founder of Frame Wealth, this series dives into the real stories behind building a business: the bold moves, the missteps, and the invaluable lessons learned along the way.Each episode features candid conversations with some of the most successful business leaders in the state, offering a behind-the-scenes look at what it really takes to succeed. Whether you're a seasoned founder or just starting out, Behind the Frame delivers insight, inspiration, and practical takeaways from those who have been there.Stay tuned. Your front-row seat to Maryland’s business community is coming soon.