Scaling the Gap

How can a simple college side hustle grow into a thriving, full-fledged business? In this episode of Scaling the Gap, host Madeleine MacRae welcomes Patrick Brown, founder and CEO of Surv. What began as Rent Sons, a playful idea to offer “quality service without the complaining of an actual son,” has grown into a purpose-driven franchise that builds stronger communities while empowering people to grow.Pat opens up about his entrepreneurial journey from a college side hustle to a tech-enabled startup and eventually into a scalable franchise model. Along the way, he shares the lessons learned from embracing feedback, fostering innovation among franchisees, and leading with humility and faith.Together, Madeleine and Pat explore how servant leadership transforms business, why structure creates freedom, and how low-mindshare work gives people the mental space to reflect on who they are becoming. The result is a conversation that proves success is not just about profit. It is about purpose, people, and the quiet power of serving well.Whether you lead a growing team or are searching for meaning in your work, this episode will inspire you to see everyday service in a whole new light.Key TakeawaysHow “Rent Sons” evolved from a college project into a community-centered franchiseWhy feedback, even when hard to hear, is the foundation of authentic growthHow servant leadership and faith intersect in building a purpose-driven businessThe hidden value of “low mindshare” work and how it fosters reflection and growthWhy franchising thrives on humility, collaboration, and shared innovationHow true success is defined not by wealth, but by meaning, impact, and legacyIn This Episode[00:00] Introduction to Patrick Brown[02:54] Building community and business growth[06:16] Challenges in transitioning to franchising[11:16] Generosity, information sharing, and scarcity mindset[12:42] Personal growth and embracing feedback[18:03] Learning from others and role models[19:49] Intentionality and self-discovery in work[21:08] Pat’s definition of success[27:17] Closing reflections and contact informationNotable Quotes[04:25] "I love being an entrepreneur. I love always innovating and finding new ways to do things and making the business better and better." – Pat Brown[14:04] "Feedback will always help you grow, and you grow into your best self through feedback." – Pat Brown[21:41] "I think the finish line is a false reality. Success really is about living the way you would want to be living today." – Pat BrownOur GuestPat Brown is the Founder and CEO of Surv, a fast-growing service franchise that connects people through meaningful work. What began as a college venture called “Rent Sons” has evolved into a mission-driven business empowering individuals to serve their communities while developing practical and life skills. Pat believes in the power of feedback, curiosity, and servant leadership to create a ripple effect of positive impact across generations.Resources and LinksPat BrownWebsite: https://www.wesurv.com/LinkedIn: linkedin.com/in/pat-brown-survMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Bill McDevitt, founder of Top of the World Coaching. Bill shares his incredible journey from a 12-year-old paper boy learning business basics to a seasoned McDonald's executive, and finally to a small business coach dedicated to empowering leaders. His story is not a straight line but a series of peaks and valleys, including a profound personal loss that reshaped his timeline but not his resolve.Bill opens up about the foundational principles that guide his work: Empathy, Flexibility, and Self-Awareness, and his "Three P" philosophy: People, Performance, Profit. He reveals why the key to growth is training others to make you obsolete and how a broken window from his childhood taught him a lesson in honesty that shaped his entire career. This conversation is a masterclass in building a meaningful legacy, both in business and in life.If you’ve ever wondered how to build a business that outlives you or how to lead with humility and heart, this conversation is for you.Key TakeawaysHow a childhood paper route taught foundational business and integrity lessons.Why teaching your team to replace you is the ultimate leadership strategy.How to apply the "Three P" principle (People, Performance, Profit) for sustainable growth.The importance of navigating life's inevitable "peaks and valleys" with resilience.How to define success as a journey of legacy-building, not a destination.Why empathy, flexibility, and self-awareness are non-negotiable for modern leaders.Bill's personal "success algorithm" that focuses on lasting impressions and family.In This Episode[00:00] Introduction to Bill McDevitt[03:04] The power of leadership duplication[07:29] People, performance, and profit principle[09:17] Lessons in honesty and accountability[13:04] Navigating peaks, valleys, and life’s unexpected turns[14:40] Launching Top of the World Coaching[15:31] Embracing flexibility and agility in business[17:59] Identity, humility, and learning from others[19:23] Foundations of Bill’s coaching practice[20:16] Defining success and legacy[26:53] Final takeaways and how to connect with BillNotable Quotes[03:53] "The only way you can move on to the next thing is if you teach somebody what I taught you."— Bill McDevitt[07:41] "If you get the right people, train the right people, coach the right people, they're going to perform better. And when you get that high-performing team out there, then you're going to naturally turn profit."— Bill McDevitt[13:26] "If you want to hear a laugh from above, make a plan."— Bill McDevitt[12:38] “The right thing to do is very rarely the easy thing to do, but it always has such an extreme payoff."— Bill McDevitt[20:28] "Success to me is not a destination. It is a journey, and it's a journey that you're creating your legacy."— Bill McDevitt[24:32] "I want to leave a meaningful, lasting impression... The leader is setting up the culture. And this culture that you're setting up will be here long after you're gone."— Bill McDevittOur GuestBill McDevitt is the founder of Top of the World Coaching, a coaching practice dedicated to helping small business owners and leaders scale their impact without sacrificing their values. With a decades-long career that began at McDonald's and spanned corporate leadership, Bill brings a wealth of real-world experience centered on his core principles of People, Performance, and Profit. He is passionate about empowering leaders to build lasting cultures and legacies.Resources and LinksBill McDevittTop of the World Coaching - https://totwcoaching.com/Email - [email protected] - https://www.linkedin.com/in/billmcdevitt-top-of-the-world-coachingMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

What really makes a franchise thrive, the systems or the people behind them? In this episode of Scaling the Gap, Madeleine MacRae chats with Matt Kunz, COO of Fastest Labs, about what it truly takes to grow a business without losing your humanity. From his early days running Sylvan Learning Centers with his wife to leading powerhouse brands like Five Star Painting and Mr. Rooter Plumbing, Matt’s journey is packed with lessons on resilience, leadership, and staying humble through success.They dig into how the right structure creates freedom, why technology should enhance, not replace, the human touch, and how the best leaders focus on their franchisees’ bottom line just as much as their own. Matt also shares some of the toughest moments in his career, including legal battles, communication missteps, and the surprising “collateral beauty” that came from it all.It’s an honest, inspiring look at growth, grit, and the heart of franchising. Whether you lead a team or dream of building one, this episode will leave you thinking differently about success.Key TakeawaysWhy the best structures create freedom, not restriction.How to balance unit growth, diversification, and same-store sales for sustainable franchise scaling.The power of empathy and communication in franchise leadership.Lessons from the “collateral beauty” of franchising where growth happens through people.Why saying no to good ideas can be the ultimate path to greatness.How bringing your team along on the journey transforms outcomes and loyalty.Why defining success is less about milestones and more about legacy, humility, and continuous evolution.In This Episode[00:00] Introduction to Matt Kunz[05:09] Evolution of structure and technology in franchising[06:50] Remote work and communication tools[08:44] Diversity among franchisees[10:14] Transformational growth in business ownership[15:52] Unexpected joys and hurdles in franchising[21:23] The importance of communication and mentorship[23:49] Learning from mistakes: the logo redesign story[27:28] The value of bringing people along the journey[29:32] Reflecting on growth and adaptability[30:36] Defining success and legacy[37:08] How to connect with Matt and Fastest Labs[38:27] Closing remarks and podcast outroNotable Quotes[04:48] "Structure isn't a straitjacket. Structure gives you freedom. The best type of structure is going to unleash your capacity." — Matt[06:18] "A few years back, you saw technology coming on, trying to replace the human. Now people are realizing the technology has to enhance the human, not replace the human." — Matt[07:51] "In franchising, people are friendly and welcoming and supportive, and even if you might be offering a competitive service or even if you might be a competing brand, there is still just a sense of, I'm going to call it almost family." — Matt[19:59] "This is a very humbling industry. Like if you come in cocky, you will leave humbled in this industry." — Matt[35:12] "I don't think we're going to be defined by what we say yes to. I think we're going to be more defined by what we say no to." — MattOur GuestMatt is the Chief Operating Officer of Fastest Labs, a rapidly growing drug testing franchise headquartered in San Antonio, Texas. With a background in mechanical engineering and over two decades in franchising, Matt has led operations and brand growth at multiple national franchises, including Sylvan Learning Center, Five Star Painting, and Mr. Rooter Plumbing. He is passionate about scalable systems, people-first leadership, and creating lasting impact through mentoring and strategic growth.Resources and LinksMatt KunzWebsite: fastestlabs.comFranchise Info: fastestlabsfranchise.comEmail: [email protected]: Matt on LinkedInMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Ashley Peterson, co-founder of Blue Mist Paint & Supply, a family-run paint and supply store in Greenville, South Carolina. What started as a renovation side hustle evolved through countless pivots, lessons, and leaps of faith into a thriving small business and community favorite.Ashley opens up about leaving behind a comfortable job in healthcare to pursue entrepreneurship with her husband, Heath, the challenges of bringing a new paint brand to her region, and how “time freedom” became her truest measure of success. She also shares what it’s like to homeschool her son while running a brick-and-mortar store, and how each chapter of her journey is about more than paint, it’s about family, courage, and building a legacy.If you’ve ever wondered if it’s possible to build a legacy business without sacrificing the moments that matter most, this conversation is for you.Key TakeawaysHow Ashley turned a home renovation idea into a full-service paint and supply businessWhy embracing pivots can lead to unexpected growthThe importance of time freedom in defining true successHow bringing a 100-year-old paint brand to South Carolina became a bold business moveThe joy of being featured on a magazine cover and winning “Best of South Carolina”Why entrepreneurship is as much about family and values as it is about profitsAshley's personal "success algorithm" that balances achievement, relationships, and purpose.In This Episode[00:00] Introduction to Ashley Peterson[01:19] How Blue Mist began and evolved through multiple pivots[03:18] Why paint became their perfect product[04:24] The dream that sparked their leap into business[05:06] Defining success beyond cars and houses[06:37] Facing the challenge of introducing a new paint brand[09:29] The pride of seeing Blue Mist help expand a national brand[09:52] From small-town store to magazine cover and statewide award[12:21] Finding unexpected freedom and flexibility through entrepreneurship[13:32] Redefining success and celebrating the wins[20:24] Where to connect with AshleyNotable Quotes[03:18] “Paint is colorful, it's fun, it's easy to change. If somebody likes it, that's wonderful. If they don't, it's easy and inexpensive to change.” - Ashley Peterson[04:32] “I had grown up with my mom telling me, you wanna go into healthcare, it's where the money is.” - Ashley Peterson[07:02] “I am the first one in the state of South Carolina to bring Dunn-Edwards Paints. You may know that paint line, but around here, people don’t know it. And when you don’t know something, you don’t trust it.”-  Ashley Peterson[08:49] “I remember when nobody knew the name. And now here we’re a brand that people demand.” - Ashley Peterson[13:40] “Most people that I know in my personal circle have hobby businesses, and that’s wonderful, and I hope that they’re successful.” - Ashley PetersonOur GuestAshley Peterson is the co-founder of Blue Mist Paint & Supply, a woman- and family-owned paint and supply store based in Greenville, South Carolina. Alongside her husband, Heath, she has transformed a small renovation idea into a thriving business, blending creativity, courage, and community. Ashley is passionate about teaching her son entrepreneurship through their family business and about empowering others to build a life defined by purpose and freedom.Resources and LinksAshley PetersonBlue Mist Paint and Supply - https://bluemistpaintandsupply.com/Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Oana Molodoi, founder of OM Drapes Design, a Southern California company creating custom window treatments for high-end homes and interior designers. Oana shares how she launched the business in 2020 during the pandemic with no industry experience, built a website with her husband, and on her very first appointment, walked away with a $5,000 check that confirmed she was on to something big.She opens up about the ups and downs of growing fast, the challenges of being a solopreneur while raising a family, and the joy of becoming a role model for her kids. Oana and Madeleine talk about what the American dream really looks like, why taking time off is essential, and how strong relationships can often matter more than business strategy.If you have ever wondered whether you can grow a business you love without sacrificing the people and values that matter most, this conversation will leave you feeling inspired and ready to take action.Key TakeawaysHow starting from scratch during the pandemic turned into a thriving design businessWhy personal connection is the secret ingredient to long-term successOana’s formula for balancing motherhood, marriage, and entrepreneurshipThe emotional labor of growing fast and why it’s worth itWhy blocking vacation time might be the most productive thing you doHow immigrant resilience and purpose-fueled work created Oana’s dream lifeWhy “success” should include joy, love, and alignment, not just profitsIn This Episode[00:00] Introduction to Oana Molodoi [02:44] How the pandemic sparked a bold career leap[04:43] Landing her first big client and building momentum[05:26] Balancing business growth and family life[07:02] A touching story about her daughter’s pride about the  business[10:58] The power of scheduling rest and connection[13:47] Unexpected gifts from client relationships[16:22] Living the American dream as a successful immigrant[18:17] Strategic risk, connection, and staying grounded[19:38] Oana’s definition of success[26:42] Where to connect with OanaNotable Quotes[08:22] “Entrepreneurial life is like a stool. It's a three-legged stool. You've got your business, you've got your relationships, you've got your family, and there's three legs, but they're never even at the same time, it gets pretty wobbly.”— Madeline[11:03] "Every December, I actually take a spa day and I go and set my goals and think of my next year's strategy." — Oana [15:15] "The universe cannot be outdone in generosity. When we pour it out and we give it and we give it, it's gonna come back to us" — Madeline McCrae[16:30] "We put our dreams in eight pieces of luggage and flew over the ocean." — Oana [20:00] "I have an MBA and I look at it as a business. And when I first started this, I was thinking, oh, finally I get to put my MBA to work." — Oana [20:43] "Success is really how accomplished you feel, how loved you feel, how well received you feel." — Oana Our GuestOana Molodoi is the founder of OM Drapes Design, a fast-growing window treatments company based in Southern California. Originally from Romania, Oana brings her deep background in advertising and her MBA education into every part of her business. Known for her creative eye and heart-centered leadership, she has built a brand rooted in connection, purpose, and empowerment.Resources and LinksOana MolodoiOM Drapes Design - https://omdrapesdesign.com/Instagram- https://www.instagram.com/oanamolodoi/?hl=enLinkedIn - https://www.linkedin.com/in/oana-molodoiMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Jordan Godbey, founder of Growth Community, to dive deep into the power of transformational communities. Jordan shares his unique entrepreneurial journey, from his early days in digital marketing to becoming a leading expert in building online communities. We explore how focusing on a single, powerful area of expertise can lead to monumental growth, both personally and professionally.Jordan talks about the challenges and rewards of building a business that not only scales but supports a thriving community of like-minded individuals. He emphasizes the importance of personal development in entrepreneurship and how saying "no" to the good allows you to say "yes" to the great.Key TakeawaysCommunity plays a huge role in business growth and client transformation.Why focusing on a singular, niche business model can lead to mastery and recognition.How saying "no" to opportunities that don’t align with your vision leads to greater success.The importance of personal growth in entrepreneurship.Build a business that not only delivers profit but also fosters lasting relationships.In This Episode[00:00] Introduction to Jordan Godbey[01:36] The power of community[03:06] The evolution of online communities[09:31] The importance of focus and specialization[15:36] Challenges and personal growth[21:36] Embracing your future self[22:05] The pain of rapid growth and the fast-moving river analogy[26:39] Entrepreneurship: an endurance game[32:59] Jordan’s definition of success[41:38] Final thoughts and farewellNotable Quotes[13:58] " It felt very visceral to me that I was cutting off 99% of all opportunities out there because I was able to do so many things and I had done so many things and I was known for so many things, and so people did continue to come to me asking for these things, and I had to say, while I would like to take your money, while I could easily fulfill that, I am going to say no." — Jordan[17:28] " I am trying to achieve high growth and high identity change and figuring out, what is the ultimate form of what I can do and become? And there's a lot in that because it's not always about what I'm doing, but who I'm becoming and the identity around my future self as an entrepreneur, as a leader, as a person, as a man." — Jordan[30:28] “ Your business will never surpass your level of personal development, so wherever you have that bottleneck in your life, the thing that you're avoiding or you're ignoring or you won't seek help on, that is where you're going to stay stuck.”— Jordan[38:47] " In all of the dimensions of life, and one of the things that I've latched onto is just this simple quote, which is: progress equals happiness.” — JordanOur GuestJordan Godbey is the founder of GrowthCommunity, a platform that helps experts, coaches, and consultants scale their impact through transformational online communities. With a background in digital marketing and a passion for personal growth, Jordan specializes in creating community-driven businesses that foster real transformation, and his mission is to empower entrepreneurs to scale their businesses while growing personally and professionally.Resources and LinksJordan GodbeyWebsite - https://jordangodbey.com/LinkedIn - https://linkedin.com/in/jordangodbeyGrowthCommunity - https://growthcommunity.coMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

What if the key to escaping corporate burnout was sitting right next to you at the backyard firepit? In this episode of Scaling the Gap, host Madeleine MacRae sits down with serial entrepreneur Adam Berryman, who shares his journey from corporate burnout to owning multiple Budget Blinds franchises. Adam recounts how a casual conversation with his neighbor over a fire pit evolved into a thriving business partnership, allowing them to escape the constraints of their corporate careers. He discusses the strategic decision to enter franchising rather than starting from scratch, emphasizing the value of established systems and corporate support.Adam opens up about the challenges of scaling, including the difficult lessons of holding onto the wrong team members for too long and the emotional complexity of leadership transitions. He also highlights the profound satisfaction of building a customer-centric culture, reflected in consistently glowing reviews. The conversation delves into the dynamics of a successful business partnership, where complementary strengths create balance and accountability.Key TakeawaysHow a chance backyard conversation sparked Adam’s leap from corporate life into franchisingWhy Budget Blinds became the right fit after rejecting “uninteresting” ideasThe painful lessons of holding on to the wrong hires, and how growth outpaces peopleWhy letting go as a leader can feel like grief, and how to reframe itThe joy of building a customer-first culture that fuels five-star reviewsThe power of partnerships: finding your yin to your yang in businessWhy defining success is both “yes and no” and how gratitude + growth drive the journeyIn This Episode[00:00] Introduction to Adam Berryman[02:43] Transition from corporate to franchising[05:32] Choosing franchising over starting from scratch[06:57] Unexpected hurdles: employee turnover[08:51] Team dynamics and business growth stages[10:05] Letting go as a leader[15:24] Growth, grief, and identity in entrepreneurship[20:21] The power of partnerships[24:32] Defining success: Adam’s perspective[29:18] Personal success algorithm[36:26] Closing thoughts and call to actionNotable Quotes[03:13] “We just decided that we were gonna try to go into business together... most of it we originally thought was just talk having a drink. Over time we just continued the conversations to the point where we actually executed on it.” — Adam[11:31] “We still continue to surprise ourselves with what we're able to accomplish... that customer experience is now so ingrained in our culture that it's so much fun.” — Adam [12:48] “I could be having the worst day and everything's going sideways... and then I can reflect back on the Google reviews as they come through and it just changes everything.” — Adam [18:23] “I just see the way things have been with really the economy from like really 08 on. The larger companies have just been grabbing everything... it's not good for us small businesses.” — Adam [19:52] “I just hate seeing peers of mine struggle through things that I've been lucky enough to thrive through.” — Adam [26:47] “I do really enjoy the business that I'm in and love to continue to grow and acquire more... I won't stop until something stops me.” — Adam Our GuestAdam Berryman is a serial entrepreneur and multi-territory owner of Budget Blinds in San Diego, Palm Springs, and Nashville. After 13 years in corporate America, Adam leapt into franchising, scaling his business with a strong partner, a relentless growth mindset, and a passion for helping other entrepreneurs succeed.Resources and LinksAdam Berrymanhttps://franchise.budgetblinds.com/LinkedInMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Adam Povlitz, President of Anago Cleaning Systems, to explore how a family founded business transformed into a disruptive $100M+ franchise brand and why the next target is $300 million.Adam shares how Anago’s three tier franchise model turns the traditional structure on its head, creating unique synergy between master franchisees and unit franchisees. He opens up about starting at the bottom cleaning daycares, how the 2008 recession pushed him into the family business, and the lessons he has learned growing from reluctant successor to visionary CEO.This conversation dives into servant leadership, innovative technology, hiring smarter people, and redefining success beyond revenue. Adam’s story is candid, inspiring, and tactical whether you are scaling a family business, leading through a crisis, or building a disruptive franchise.Key TakeawaysWhy Anago’s three tier franchise model separates day and night businesses for efficiency and scalabilityHow technology like CleanCom turns customer complaints into opportunities for loyaltyLeadership lessons from starting in telemarketing and cleaning shifts to leading a $100M+ brandWhy COVID 19 became a turning point for Adam’s leadership styleThe power of servant leadership and leadership duplication to inspire franchisees as fellow CEOsHiring smarter people: moving from fear of hiring to building a powerhouse executive teamWhy success for Adam is measured by family, relationships, and personal growth, not just revenueIn This Episode[00:00] Introduction to Adam Povlitz[01:29] Explaining the three-tier franchise model[02:51] Master vs. unit franchise roles[04:45] Benefits of the model & example success story[06:18] Adam’s personal journey to Anago[12:32] Leadership journey: from operator to CEO[13:10] Servant leadership & early career lessons[19:05] Building a high-performing team[21:39] The $100 million challenge[25:02] Unexpected delights of leadership[26:47] Introversion, extroversion, and leadership balance[28:20] Defining success[34:48] Closing & contact informationNotable Quotes[20:55] "I don't want to call it afraid, but uncomfortable in hiring, I went from someone uncomfortable in hiring to someone where, you know, you could dump me in any industry in any part of the country and tell me I need to hire any position and I can figure it out and be totally fine doing it." — Adam Povlitz[22:25] "I thought like I would feel different now that I have $100 million business. And I'm like, he goes, I know your problem. He goes, you're thinking about 200 million now." — Adam Povlitz[18:34] "As you ascend the proverbial ranks, you ascend those ranks because you're... The way you think is works. You know, your gut instincts are strong and they tell you what to do and they're usually accurate." — Adam Povlitz[29:54] "My dad said if you're not moving forward, you're falling behind. And so I always striving to do, you know, to be 1% better." — Adam Povlitz[25:38] "I was very shy in middle and high school. Probably even, you know, reasonably shy, but at least, you know, but. But in college, there was at least some beers that you could have, and you go, I'm not that shy." — Adam PovlitzOur GuestAdam Povlitz is the President of Anago Cleaning Systems, a national commercial cleaning franchisor with a unique three tier franchise model. Since joining the family business in 2009, he has helped scale it from $60 million to over $100 million in system wide revenue, with Vision 2028 aiming for $300 million. Adam is passionate about servant leadership, customer first innovation, and building teams that thrive.Resources and LinksAdam Povlitz https://anagocleaning.com/LinkedInMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae welcomes Kelley Hoven, Brand President of Gatsby Glass, an emerging powerhouse in the glass solutions industry. With more than 30 years in sales and marketing, including 24 years in franchising, Kelley brings a rare blend of corporate acumen, entrepreneurial grit, and deep insight into what it takes to build a brand from the ground up.Kelley shares her journey from corporate franchising to employee number one at Gatsby Glass, guiding the company from concept to national recognition. She and Madeleine explore the strategy behind building a luxury brand in a male-dominated field, the evolution from shower enclosures to large-scale commercial projects, and how "backbone" culture and intentional leadership fuel growth.This conversation digs into the unexpected hurdles of franchising, the surprising joys of building a disruptive brand, and why true success is measured not just by money, but by joy, gratitude, empowerment, and lasting impact.Key TakeawaysWhy franchising requires grit, will, and determination more than prior industry experienceThe hidden challenges of "semi-absentee" ownership and why involvement mattersHow Gatsby Glass turned disruption into strategy through elegant branding and innovationThe role of "backbone" culture in creating empowered, collaborative teamsWhy a luxury brand must balance sophistication with strategy to serve its clientsLessons from franchising: You can teach skills, but you cannot teach driveIn This Episode[00:00] Introduction to Kelley Hoven[04:15] Gatsby Glass origins and early strategy[05:37] Elevating beyond the status quo and brand sophistication[08:40] Entrepreneur Magazine recognition and team accolades[09:42] Hiring mistakes, growth mindset, and grit in franchising[15:19] Unexpected joys: disruption in local markets and team "backbone" culture[20:45] Scaling toward national dominance in glass solutions[22:48] Kelley’s definition of success[27:20] Gatsby Glass resources and how to connectNotable Quotes[02:41] "I leverage my degree in industrial organizational psychology every day, and not many people can say that about their education." — Kelley Hoven[07:09] "Our motto is elegant, strong, innovative, and we live those values in every part of our business." — Kelley Hoven[09:48] "This is not a ten-hour-a-week job. If you do not hire the right people, you will quickly realize that franchising demands more." — Kelley Hoven[17:58] "I do not want to be the smartest person in the room. My team inspires me every day with their ideas and backbone." — Kelley Hoven[22:48] "For me, success means joy, gratitude, strong relationships, and empowering others, not just titles or salary." — Kelley HovenOur GuestKelley Hoven is the Brand President of Gatsby Glass, one of Entrepreneur Magazine’s Top 150 Emerging Brands. With three decades of experience in sales, marketing, and franchising, Kelley has scaled businesses from both the corporate and ownership sides. Known for her intentional leadership and passion for elegant, strong, innovative solutions, Kelley is redefining what it means to build a disruptive luxury brand in a male-dominated industry.Resources and LinksKelley HovenWebsite - https://www.gatsbyglass.com/LinkedIn - https://www.linkedin.com/in/kelleyhovenMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae welcomes Rick Locke, CEO and industry leader in the fenestration space, who scaled his business from a single location to nine across five states, generating more than $60 million in annual revenue.Rick opens up about the lessons he carried from the corporate world into small business ownership, from implementing KPIs that gave employees clarity and motivation, to learning how values and culture drive performance. He and Madeleine explore the highs and lows of acquisitions, hiring for alignment, and why building a drama-free culture is worth the tough calls.They also geek out on cutting-edge window and door innovations, and Rick shares how staying at the forefront of product development keeps him energized both as an entrepreneur and as Chairman of the National Glass Association.Key TakeawaysWhy corporate discipline and structure can transform small business successHow KPIs and clear expectations create empowered employeesThe importance of hiring for values alignment, not just skillsWhy a “drama-free” culture is a growth acceleratorInsights into dynamic window technologies reshaping the industryThe underestimated role of personal values in employee motivationHow building a legacy business opens doors for family successionIn This Episode[00:00]  Introduction to Rick Locke  [03:43]  Employee reactions to structure & KPIs  [05:13]  Hiring, fit, and drama-free culture  [08:35]  Smart glass & technology advancements  [12:48]  Unexpected delights & hurdles of business ownership  [13:21]  People, motivation, and values in hiring  [16:21]  Understanding employee motivations & personal stories  [20:16]  Defining success & building a lasting organization  [24:14]  Final reflections & podcast wrap-up  Notable Quotes[06:22] “We had employees say, ‘I’ve never had KPIs before.’ In the corporate world it’s standard, but in small business, it was revolutionary.” — Rick Locke[12:19] “Hiring someone who doesn’t fit your culture creates drama every single day. It’s just not worth it.” — Madeleine MacRae[20:11] “Windows used to be static points in your wall. Now they’re dynamic, adjusting to light and heat; it’s like science fiction becoming real.” — Rick Locke[35:47] “What really matters is understanding people’s values. Skills get you in the door, but values determine success.” — Rick Locke[42:55] “Success for me means building something enduring, creating lasting value, and leaving a family legacy.” — Rick LockeOur GuestRick Locke is the CEO of a multi-location fenestration business spanning five states and generating $60M+ in annual revenue. With a background in corporate leadership, Rick brought systems, structure, and clarity into small business — scaling with purpose while building a drama-free culture. He currently serves as Chairman of the National Glass Association and is passionate about innovation, product development, and creating a family legacy within his business.Resources and LinksRick Locke https://www.windowshowroom.com/https://www.linkedin.com/in/rlocke001Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae sits down with franchise leader and lifelong entrepreneur Thomas Scott, founder of Home Run Franchises. With over 20 years of experience scaling businesses and empowering franchisees, Thomas shares his remarkable journey from a newspaper journalist in New Orleans to running three rapidly growing national franchise brands, (Up Closets, Dryer Vent Superheroes, and The Lighting Squad).Thomas opens up about what he got wrong in partnerships, how learning to adapt his communication style transformed his leadership, and why he believes success is less about external validation and more about helping others win. He and Madeleine explore everything from generational leadership gaps to the unseen impact of mental clutter and the underestimated emotional labor of entrepreneurship.This episode is packed with real talk about failure, trust, and how clarity of purpose creates unstoppable momentum. Key TakeawaysWhy betting on yourself is the best investment you'll ever makeHow silence and listening can transform strained relationshipsThe mindset shift every young entrepreneur needs in a post-COVID worldWhy doing $500/hour work starts with delegating $15/hour tasksHow to lead a team that feels trusted, not micromanagedWhy failure isn’t fatal and might be your best teacherThe underrated value of helping others design the life they wantIn This Episode[00:00] Introduction to Thomas Scott[03:55] The value and challenges of partnerships[04:45] Betting on yourself and early entrepreneurship[10:18] Mindset, capacity, and ripple effect of entrepreneurship[11:07] Developing talent and leadership in small business[12:09] The power and scale of small business[13:05] Profitability and redefining success in small business[19:35] Overcoming fear of failure and embracing setbacks[27:30] Defining and measuring success[32:19] Closing and where to find Thomas ScottNotable Quotes[05:16] "The best investment you’re ever going to make, the best bet you’re ever going to make, is on yourself.”  — Madeleine MacRae[06:17] "If you’re really not afraid or you’re just not consumed with fear of failure, you’ll succeed because business isn’t that hard if you focus on the fundamentals." — Thomas Scott[09:57] “The worst people to ask for advice about starting a business? Your friends and family.” — Thomas Scott[11:43] "It’s very fulfilling to develop other people. If you focus on that as part of your business, it cascades way down to your customers."  Madeleine MacRae[20:46] "Failure is not final and it’s not fatal. In most cases, it’s just temporary." — Madeleine MacRae[28:43] "When you’re early, you feel like you have imposter syndrome. All these people know more than I do. They don’t. They’re just people like you." — Thomas ScottOur GuestThomas Scott is the CEO and founder of Home Run Franchises, a franchise platform company behind fast-growing brands like Up Closets, Dryer Vent Superheroes, and The Lighting Squad. After launching his career as a newspaper journalist, Thomas transitioned into business ownership and has since helped hundreds of franchisees scale with purpose. He’s a coach, strategist, storyteller and a catalyst for prosperity in others.Resources and LinksThomas ScottHome Run Franchises- https://homerunfranchises.com/Instagram- https://www.instagram.com/officialthomasscott_/LinkedIn - https://www.linkedin.com/in/thomscottTikTok - https://www.tiktok.com/@officialthomasscottMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, Madeleine MacRae speaks with Bruce Kozak, co-founder of Bin There, Dump That, a residential dumpster rental franchise. After getting laid off from his job in the steel industry, Bruce and his wife, Loy, decided to start a business that helps people clear out clutter during major life changes like downsizing, divorce, or loss.Bruce explains how they built a service that’s focused on people, not just hauling junk. He talks about what they got wrong early on, especially around hiring, and how they’ve built a team based on trust, respect, and clear communication. He also shares how his view of success has changed. It’s not about chasing growth at all costs. It’s about enjoying the work, having time for family, and building something that lasts.Bruce is honest about the challenges and open about the mindset shifts that helped him move forward. If you’re building a business or thinking about what kind of work you want to do, this conversation has a lot to offer. It’s a real look at what it means to grow with purpose and lead with values.Key TakeawaysWhy clutter is more than mess, it’s mental weight, and how removing it can feel like freedomThe power of customer empathy in "unseen" industriesWhy hiring is hard, and how to look for aligned attitudes over perfect resumesThe three values that underpin Bruce’s leadership: Respect, Trust, and HonestyHow to lead a team that mirrors your mission and elevates customer experienceThe hidden emotional labor behind life transitions and how a business can serve through itThat success isn’t always material; sometimes it’s joy in the work and time with the people you loveIn This Episode[00:00] Introduction to Bruce Kozak[05:00] The story behind “Bin There, Dump That”[08:45] The psychological relief of decluttering[12:14] Unexpected joys of building a mission-driven business[17:37] Struggles with hiring, alignment, and cultural fit[20:28] Customer friction, emotional labor, and service recovery[24:30] The nobility of serving through “humble” work[27:56] Bruce’s definition of success[35:37] Where to find BruceNotable Quotes[12:54] "Train them well enough so they can leave, treat them well enough so they don’t want to." — Bruce Kozak[16:08] "Your team always mirrors you. You're going to bring what you bring." — Madeleine MacRae[20:30] "Agility is one of those very under-discussed component parts of building a business." — Madeleine MacRae[26:03] "Being in deep service of something other people would discard, that’s powerful." — Madeleine MacRae[29:08] "Testing yourself, realizing your limitations, and working on that: to me, yes, that’s success." — Bruce KozakOur GuestBruce Kozak is the co-owner of Bin There, Dump That – Pittsburgh & Northeast Ohio, a franchise providing residential-friendly dumpster rental services. With a background in steel and a heart for service, Bruce and his wife Loy Kozak built their business on values that reflect their marriage: Trust, respect, and honesty. Their mission is about more than hauling junk; it’s about helping people through life transitions with dignity and care.Resources and LinksBruce KozakWebsite - https://www.bintheredumpthat.com/LinkedIn - https://www.linkedin.com/in/bruce-a-kozak-6948499/Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Jeremy Owens, third-generation contractor and founder of US Construction Zone, for a powerful conversation on redefining success, reclaiming your time, and building a legacy that lasts beyond business.Jeremy shares how growing up in a multi-generational remodeling family shaped his perspective, and how a brief foray into corporate life confirmed that he was built for entrepreneurship. Through the pandemic, he discovered his true “why”: fostering connection, highlighting the nobility of construction, and creating community across an often overlooked industry.This episode goes deeper than business strategy... Madeleine and Jeremy explore how mental health, education, and individual strengths all play a role in leading teams well and building businesses that are both profitable and purposeful. It’s a raw, real look at what it means to lead with heart, while still growing with intention.Key TakeawaysWhy your “zone of brilliance” matters more than your résuméThe untold nobility of working in trades and constructionHow legacy, not just revenue, can become your leadership north starWhy your child’s education path shouldn’t start with a 4-year collegeMental health red flags every entrepreneur should watch forThe surprising power of asking: “Do I still know my why?”In This Episode[00:00] Introduction to Jeremy Owens[04:01] The radical transformation of the construction industry[06:38] How COVID sparked Jeremy’s passion for connection[09:08] US Construction Zone and building industry community[10:57] Fighting stereotypes in the trades[12:46] Rethinking education, college, and career paths[15:38] Recognizing and developing early strengths[20:30] The real ROI of aligning work with your passion[28:07] Jeremy’s Success Algorithm[33:01] Burnout, boundaries, and mental health in leadership[35:21] Final thoughts + where to connect with JeremyNotable Quotes[05:56] “During COVID, we lost kind of our connection piece as an industry. The conferences weren't happening, people weren't connecting. So really, it started with a desire to network and connect with my peers.” — Jeremy Owens[07:12] “It's really about having a curious mind, right? It's that curiosity of wanting to know more, but the real reason behind it is legacy. Will my kids be proud of me when I'm all done?” — Jeremy Owens[25:01] “If you don't find out what makes people tick, then you're not going to be able to motivate people properly and make them happy.” — Jeremy Owens[26:56] “People buy your why. They don't buy the product or service.” — Jeremy OwensOur GuestJeremy Owens is a third-generation contractor, podcast host, and founder of US Construction Zone, a growing digital community for construction professionals. With over two decades in the industry, Jeremy is a fierce advocate for mental health, trades-based careers, and redefining leadership through legacy, not just numbers. His mission is to change the conversation in construction, one connection at a time.Resources and LinksJeremy OwensWebsite -https://usconstructionzone.com/LinkedIn -https://www.linkedin.com/in/jeremy-owens-2786a32aEmail: [email protected]: https://podcasts.apple.com/us/podcast/in-the-zone/id1591470553Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book: The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough - https://www.amazon.com/Tenacious-Pursuit-Peace-Success-Enough/dp/B0CQVLWLBGMentioned Book: Now, Discover Your Strengths by Marcus Buckingham - https://www.amazon.com/Discover-Your-Strengths-Marcus-Buckingham/dp/0743201140Book: Start With Why by Simon Sinek - https://www.amazon.com/Start-Why-Leaders-Inspire-Everyone/dp/1591846447Gallup StrengthFinder - https://www.gallup.com/cliftonstrengths/en/252137/home.aspx

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Klay Hafeez, a former oil and gas engineer turned multi-franchise owner, for a powerful conversation about identity, risk, grit, and building a legacy from scratch.Klay’s journey is anything but ordinary. He grew up in a culture where entrepreneurship wasn’t the norm, but he persevered; writing “10 in 10” on a piece of paper, and building toward it. After ditching the security of a corporate career, he went all-in on his vision, starting with a plastic folding table and one hire (who didn’t last long). Today, Klay oversees a thriving portfolio of home service brands, a team of nearly 30, and a family-run business that is redefining what’s possible when passion meets purpose.This episode is a heart-forward roadmap to legacy-building, complete with emotional turning points, lessons in leadership, and the surprising power of “just doing it.”Key TakeawaysWhy owning your time often means betting on yourselfThe hidden power of written goals (and Klay’s famous “10 in 10” mantra)How to lead by empowering others and not controlling themWhat it really takes to scale from 1 to 30+ team membersThe emotional weight of payroll and responsibilityWhy building a business with your family can be your ultimate legacyIn This Episode[00:00] Introduction to Klay Hafeez[04:56] Mr. Handyman: His first franchise move[06:04] Becoming a franchise community leader[09:30] Growth into multiple franchises (Bath Tune-Up, AirServe, Kitchen Tune-Up)[12:28] The birth of the “10 in 10” goal[14:09] The weight of payroll and leadership[17:48] Unexpected joys: family involvement and team building[24:50] Defining success[30:58] Where to find and follow KlayNotable Quotes[02:19] “I realized I was building someone else’s legacy. I wanted ownership, control, my own time, my future.” — Klay Hafeez[07:01] “If you come to me with a question, I can’t give you a straight answer. I have to give you the why.” — Klay Hafeez[12:38] “I wrote ‘10 in 10’ on a piece of paper. No one knew what it meant, but I did. Ten businesses in ten years. That was the goal.” — Klay Hafeez[14:20] “Payroll goes beyond numbers. Families rely on me. That’s a heavy load.” — Klay Hafeez[27:27] “Success equals self-actualization + empowering others + a high-flyer community + deep trust + unlocking care in others.” — Madeleine MacRae[28:42] “I have a poster in my office: ‘Building a community where everyone belongs.’ That’s what I live.” — Klay HafeezOur GuestKlay Hafeez is a former engineer turned serial entrepreneur and proud owner of four (and counting) home service franchise brands. With roots in Calgary and dreams bigger than most dared to dream, Klay built his business empire from scratch, driven by a belief in legacy, leadership, and community. Today, he’s not just building businesses, he’s building a future where everyone around him belongs.Resources and LinksKlay HafeezWebsite - https://www.mrhandyman.ca/west-calgary/LinkedIn - https://ca.linkedin.com/in/klayhafeezMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

Many leaders focus on skills, but Rob White built his career on purpose, passion, and a belief in serving others. In this heartfelt episode, host Madeleine MacRae sits down with Rob, Brand President at Monster Tree Service, to unpack how values-driven leadership, a love for small business, and the courage to follow divine direction can lead to enduring impact.From launching a Rainbow Restoration franchise with zero handyman skills to running multiple FastSigns locations and now leading a national tree service brand, Rob’s journey is filled with unexpected turns, moments of heartbreak, and hard-earned wisdom. His story is a testament to what’s possible when business becomes a vehicle for purpose, and leadership is rooted in love, not ego.Key TakeawaysWhy not having “skills” can actually be a superpower in businessHow faith and values-based leadership influence every decisionWhy franchising isn’t passive income; it’s a people-first businessThe heartbreak of leadership and why it’s still worth itThe power of hiring leaders before you feel readyHow small acts of alignment build long-term impactIn This Episode[00:00] Introduction to Rob White[03:31] Rob’s journey into franchising and small business[05:13] Becoming a brand president and family decisions[06:59] Owning multiple franchises and Fast Signs story[08:16] Board membership and broader franchise experience[10:25] The importance of passion and love in business[14:26] Recognizing and nurturing talent in others[17:32] Systems, training, and the three T’s[20:07] Leadership heartbreak and betrayal[26:26] Sacrifice, family, and the law of the lid[29:53] Favorite business philosophy[31:03] Defining success and the success algorithm[35:29] Closing and contact informationNotable Quotes[06:02] “I believe that God puts opportunities in front of you. He puts the license in front. You just have to take action.” — Rob White[16:22] “I enjoy bringing out the best in others. That’s where I get joy.” — Rob White[23:56] “Service businesses are not absentee. Not the ones I’ve ever seen. You have to be involved.” — Rob White[28:40] “Every time I paid more than I wanted to for talent, it worked out. It always grew the business.” — Rob White[31:42] “ God has blessed me, but I'm not finished yet.” — Rob WhiteOur GuestRob White is the Brand President of Monster Tree Service under Authority Brands, a home services franchise platform. With over two decades of leadership experience across brands like Rainbow Restoration, Mosquito Squad, and FastSigns, Rob has served in nearly every role in the franchise ecosystem—from owner to advisor. He’s driven by faith, family, and a mission to build businesses that serve people, not just profits.Resources and LinksRob WhiteWebsite – https://www.monstertreeservice.com/Website – https://www.authoritybrands.com/LinkedIn – https://www.linkedin.com/in/rob-white-trexloEmail – [email protected] or [email protected] MacRaeWebsite – https://mmmacrae.com/making-changes-training-motivating/LinkedIn – https://www.linkedin.com/in/macraemadeleineInstagram – https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t EnoughMentioned Book: Ego is the Enemy by Ryan Holiday

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Jeremy Morgan, Group President at Horsepower Brands, to explore how hands-on leadership, lived experience, and leading with influence can transform your business and your legacy.Jeremy shares his unconventional journey from broke college student running a painting franchise to overseeing two high-growth home service brands, Groovy Hues and Bumblebee Blinds. Along the way, he’s coached nearly 600 entrepreneurs and learned hard lessons about leadership, influence, and building businesses that endure beyond your lifetime.Key Takeaways Why true influence always beats positional power How "living it to lead it" creates authentic leadership that earns trust The difference between transactional relationships and legacy-driven partnerships Why franchising can shorten your learning curve—but never replaces the work How to lead with empathy, even when delivering tough truths What building a business that outlasts you really requiresIn This Episode[00:00:00] Introduction to Jeremy Morgan[00:05:41] The value of experience and empathy[00:06:39] Leading with influence vs. power[00:11:16] Building legacy and non-transactional relationships[00:13:10] “Live it to lead it” philosophy[00:16:19] Humility and relatability in leadership[00:19:45] Culture, modeling behavior, and trust[00:22:27] Unexpected challenges: the truck fire story[00:26:59] The gift in adversity and realistic leadership[00:31:06] Entrepreneurship as a heroic journey[00:33:42] Ripple effect and creating opportunities[00:35:57] Defining success and life purpose[00:38:21] Closing and contact informationNotable Quotes[05:41] "Being both a franchisor and a franchisee has given me a greater appreciation and a lot more empathy for the franchisees I’ve had the blessing to serve over my career." — Jeremy Morgan[06:23] "It’s been a real ride and a tremendous blessing to have the chance to write a small chapter in someone else’s entrepreneurial story, which is a lot of fun." — Jeremy Morgan[11:51] "Part of what motivates me is going, 'Okay, how can I build something that will serve people even when I’m not in it?'" — Jeremy Morgan[16:36] "I see consistently, time after time, those who dive in, humble themselves and go do all the things, ultimately end up winning the hearts and minds of those they work with." — Jeremy Morgan[26:45] "I’ve tried to be that kind of leader, coach, or friend to the folks I’ve had the blessing to work with over these years. It’s something I always try to aspire towards." — Jeremy Morgan[29:21] "The benefit that’s come out of that hard thing has given me some tools and the ability to connect with folks who are in hard things." — Jeremy MorganOur GuestJeremy Morgan is Group President at Horsepower Brands, overseeing Groovy Hues and Bumblebee Blinds. With nearly three decades of franchise experience, including launching almost 600 franchisees, Jeremy is passionate about servant leadership, legacy building, and helping entrepreneurs turn hard work into lasting impact.Resources and LinksJeremy MorganWebsite - https://horsepowerbrands.com/LinkedIn - https://www.linkedin.com/in/jeremynmorganEmail - [email protected] News - https://horsepowerbrands.com/groovy-hues-is-painting-the-future-with-new-leadership/Bumblebee Blinds - https://www.bumblebeeblinds.com/Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

If you’re great at your craft but feel like running your business is the hardest part, you’re not alone. In this episode, Madeleine MacRae welcomes seasoned business coach John Nieuwenburg, who specializes in helping small business owners make the leap from “technician” to true CEO. John works with tradespeople and professionals who’ve mastered their skill set but now find themselves overwhelmed by the business side of things. Whether it’s time management, team building, or getting control of your finances, John breaks down the hidden roadblocks that hold business owners back, and how to overcome them.This episode is packed with real talk on what it takes to grow: shifting your mindset, learning to delegate, building a culture you’re proud of, and having the hard conversations that leadership demands. John also shares his powerful personal story, from a suicide attempt in 2011 to living his most successful decade yet, and how that experience reshaped his definition of success.You’ll walk away with new perspective, tactical tools, and a clearer path forward, no matter where you are on your business journey.Key TakeawaysWhy your title hasn’t changed, but your job mustThe real reason business coaching is often personal coaching in disguiseWhy time, team, and money challenges all trace back to mindsetHow the “Sh*t List” reveals your biggest delegation gapsWhy culture is not a cherry on top, but the foundation of your businessHow to scale complexity without losing controlWhy 80% done by someone else is 100% awesomeIn This Episode[00:00:00] Introduction to John Nieuwenburg[00:04:00] John’s journey into coaching[00:09:22] Delegation and the “sh*t” list[00:14:13] Valuing the owner’s time[00:16:09] Scaling and the captain analogy[00:17:47] Mindset and culture as foundations[00:21:22] Complexity of scaling and systems[00:25:08] Small business advantages and recruiting[00:28:13] Compassion in difficult conversations[00:33:20] Success and personal journey[00:41:22] Closing remarks and John’s resourcesNotable Quotes[06:45] “Very often, business coaching is personal coaching in disguise.” — John Nieuwenburg[19:06] “Your culture isn’t the cherry on the cake—it is the cake.” — John Nieuwenburg[20:34] “People want to be part of a good culture. They yearn for being part of a great culture. So you're serving your people when you create a great culture.”— John Nieuwenburg[08:52] “If you don’t have a VA, you are the VA. And you’re probably bad at it.” — John Nieuwenburg[13:40] “80% done by someone else is 100% awesome.” — John Nieuwenburg[22:23] “Systems run the business. People run the systems. You lead the people.” — John NieuwenburgOur GuestJohn Nieuwenburg is a seasoned business coach and founder of W5 Coaching, where he helps service-based business owners transition from technicians to CEOs. With a background in leadership, coaching, and personal transformation, including his own turning point in 2011, John brings clarity and strategy to those ready to scale. His TEDx Talk and curated blog series continue to inspire entrepreneurs across industries.Resources and LinksJohn NieuwenburgWebsite – https://w5coaching.com/Blog – https://w5coaching.com/resources/TEDx Talk – Search “John Nieuwenburg TEDx” on YouTubeMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/

In this episode of Scaling the Gap, host Madeleine MacRae welcomes David Balkan, a veteran entrepreneur who spent the last 40+ years growing his family’s plumbing company into New York City’s largest house sewer and water service line contractor. But what makes David’s story compelling isn’t just the scale of the business—it’s the transformation behind the scenes.David opens up about what it really took to evolve from a fear-driven leader—what he calls “a hammer always looking for a nail”—to the head of a thriving, values-driven team. Together, he and Madeleine dive into the kind of leadership that lasts: building culture with intention, learning from failure without fear, and understanding that true success isn’t just about financial wins—but legacy, impact, and people.If you’ve ever struggled with the loneliness of leadership, the pressure to prove yourself, or the challenge of building a team that truly gels—this episode will hit home. Let’s dive in!Key TakeawaysCulture isn’t fluff, it’s your foundation.Mistakes are inevitable; make them a one-off.The most successful leaders lose their ego.Don’t use your business to prove your worth.Loneliness in leadership is real—find community.People, not profits, are the true legacy.In This Episode[00:00 Introduction to David Balkan[03:06] Luck vs. hard work[05:23] Unexpected highs: joy in team & culture[06:38] Overcoming anxiety & pressure[08:35] Building company culture[10:11] Authenticity & values alignment[12:01] Handling mistakes: one-off mentality[13:49] Communication & curiosity[15:04] Challenges of entrepreneurship & loneliness[19:51] Hiring people better than yourself[21:52] Defining success[24:22] Closing & call to actionNotable Quotes[04:22] “One day I read a definition of luck from Socrates. He said, luck is the intersection of opportunity and preparation.”— Madeleine MacRae[05:42] “I wasn't driven to succeed. I was terrified of failing. So any person or thing that became a potential for my failure got treated in a very harsh way.”— David Balkan[06:07] “The world is absolutely nuts out there—maybe more so now than before. Not in my four walls.”— David Balkan[12:11] “How do we make a mistake a one-off? How do we make an issue a one-off? That mentality of, listen, mistakes are going to happen—problems are going to come up. What's the way that we don’t make it happen again?”— Madeleine MacRae[18:46] “What separates the highly successful from the moderately successful—or the not successful? What is that? It’s that sense of lose your ‘I’... that ability to embrace humility.”— Madeleine MacRae[20:30] “Don’t use your business as the vehicle to constantly prove your worth.”— David Balkan[21:54] “I’d like to think of myself as a lifelong learner. I always want to learn new things. I, you know, sometimes get frightened—but I don’t get stopped.”— David BalkanOur GuestDavid Balkan is the President of Balkan Plumbing, a third-generation, family-run business that’s grown from 7 laborers to over 100 employees. With nearly four decades of experience and a passion for people-first leadership, David has redefined what success looks like—not in dollars, but in dignity, culture, and legacy.Resources and LinksDavid BalkanWebsite – https://www.balkanplumbing.com/LinkedIn – https://www.linkedin.com/in/david-balkan-21922222Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/

What if the business that fired you ended up being your biggest blessing? In this episode of Scaling the Gap, host Madeleine MacRae sits down with Matt Cobb, co-owner of Southern Traditions Window Fashions, for a conversation that hits every note: grit, failure, rebuilding, and leading with purpose.Matt shares his unconventional journey: laid off with a newborn at home, he eventually became co-owner of the very company that had let him go. It was a powerful full-circle moment, but the real test came later. When COVID struck, it threatened to unravel everything they’d built. Partnership tensions flared, operations were thrown into chaos, and doubts crept in. As Matt describes it, it was their hardest season yet. But it also became their turning point.By focusing on their individual strengths instead of trying to fix every weakness, Matt and his partners found a new rhythm. They learned that alignment matters more than agreement, and that the best partnerships are rooted not in similarity, but in complementary skills and deep trust.This episode is a masterclass in navigating business breakpoints, surviving a global crisis, and building a leadership team that thrives through it—not in spite of it. Because success isn’t just about revenue, it’s about what you’re building outside the office, too.Key TakeawaysWhy getting fired can be the greatest pivot point of your careerThe true value of buying a business with legacy—and the risk it carriesWhat makes a business partnership thrive (and the red flags to avoid)Why working in your zone of genius is the ultimate growth strategyThe dangers of panic hiring and how to build sustainable teamsHow a childhood road trip memory became Matt’s north star for defining successIn This Episode[00:00:00] Introduction to Matt Cobb[00:04:09] Acquiring Southern Traditions: The Panera Bread deal  [00:08:32] The power of partnership [00:12:09] Gallup StrengthsFinder and focusing on strengths, not weaknesses  [00:16:01] Challenges and growth edges in partnership  [00:17:55] Navigating COVID-19 and difficult decisions  [00:22:03] Post-COVID growth and hiring lessons  [00:24:56] Defining and measuring success  [00:28:24] Personal success algorithm and reflection  [00:31:56] Contact information and closing thoughts Notable Quotes[02:20] "Our story was kind of one of those good old-fashioned American underdog stories... that transition from employee to former employee." — Matt Cobb[06:44] “And for us, what we thought we were buying and what we were always, we were buying the longevity and the reputation of Southern Traditions because we had been a part of this growth.” — Matt Cobb[07:48] “There is something to buying a business that already has a firm foundation, especially a really great reputation in your marketplace. You gain something that you would have had to build.” — Madeleine MacRae[10:53] “So many business owners actually cap out their own growth because they spend an inordinate amount of time backfilling weaknesses.” — Madeleine MacRae[13:56] “You can go twice as far with half as much effort when you work in a zone of strength versus when you work in a zone of weakness.” — Madeleine MacRae[15:09] “If you have a weakness that lands you in the ditch every time, build a bridge.” — Madeleine MacRae[16:45] “We walked in the door day one, and our debt service, monthly debt service, was just under 20% of revenue. 20% going to pay off buying this business. And obviously that's not a good ratio.” — Matt CobbOur GuestMatt Cobb is the co-owner of Southern Traditions Window Fashions, a company he once worked for, was let go from, and ultimately returned to purchase and transform. With over 20 years in the industry, Matt brings deep expertise in sales, an unwavering belief in the power of strong partnerships, and a relentless commitment to doing business with heart. Alongside his co-owners, Matt has grown the company into a respected regional leader by leveraging each partner’s unique strengths and staying grounded in personal purpose. His leadership style blends grit, humility, and a dedication to creating meaningful work—for himself, his team, and his family.Resources and LinksMatt CobbWebsite - https://www.shutters4u.com/LinkedIn - https://www.linkedin.com/in/shuttermattcobbEmail: [email protected] MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Book: The Tenacious Pursuit of Peace: Where to Go When Success Isn’t EnoughMentioned Book: Now, Discover Your Strengths by GallupGallup StrengthFinder Online AssessmentBook: E-Myth by Michael E. Gerber

What does success really mean to you? In this episode, host Madeleine MacRae breaks format and flies solo to share a raw, deeply personal reflection on what it truly takes to scale, not just your business, but yourself. If you've ever felt like you should be further along by now or questioned whether the struggle is worth it, this episode is for you.Madeleine takes you behind the scenes of her own entrepreneurial journey from sitting on executive leadership teams to sitting on the floor of a coworking space in tears, how those rock-bottom moments became the fuel for transformation, and why redefining success was the key to everything changing.Key TakeawaysWhy money is the worst metric for success, and what to use instead.How predictable breakpoints in business signal growth, not failure.The real transformation required to scale from $1M to $10M+.Why no one builds a legacy alone (and how to ask for help).In This Episode[00:00] Introduction[01:15] The podcast’s flagship question: “Do you feel successful?”[02:29] Why profit matters more than top-line revenue[05:09] What are “breakpoints” and why they matter for growth[06:27] Why your next business breakthrough requires personal transformation[09:38] Who this podcast is really for (and how to be a guest)[13:52] Madeleine answers her own signature question[14:51] A raw story: negative bank balance, no diapers, and no way out[20:44] From struggle to stability: the power of healing and growth[21:52] Wealth in what matters: redefining success from the inside out[23:08] Advice to her younger self[24:09] Final reflections and encouragementNotable Quotes[06:37] “You can hustle your way to a couple million. But you cannot hustle your way to $10 million.” — Madeleine MacRae[02:10] “ I heard a speaker say that having a number in your bank account that makes you feel successful is a poverty mindset.” — Madeleine MacRae[22:31] “ You can win the lottery. It doesn't make you successful, it makes you wealthy.” — Madeleine MacRaeOur HostMadeleine MacRae is the CEO and Co-Founder of ProQ and the visionary behind Scaling the Gap. With years of experience helping business owners break past revenue plateaus, she’s on a mission to help leaders scale with systems, sustainability, and soul. Her journey from executive to entrepreneur has been anything but smooth—and that’s exactly why her insights resonate so deeply.Resources and LinksMadeleine MacRaeProQ – https://proqsystems.com/Website - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Email Madeleine – [email protected] – The Tenacious Pursuit of Peace: Where to Go When Success Isn’t Enough

We all know complacency when we see it in others—but what about when it’s hiding in our own routines, masked as success? It’s easy for leaders to mistake comfort for progress—until a harsh wake-up call reveals just how far they've drifted from their drive. So, how do you reignite your hunger for growth when success starts to feel… safe?In this episode of Scaling the Gap, host Madeleine MacRae sits down with Chris Robinson, Executive Vice President of Maxwell Leadership Certified Team and author of From Drift to Drive. Chris opens up about his remarkable journey—from watching John Maxwell on VHS in a church basement to sharing stages with global presidents. But it wasn’t all smooth sailing. A humbling moment during a high-stakes keynote in Cambodia forced Chris to confront his own complacency—and inspired the powerful 7-step framework he now teaches to help others reclaim their edge.This candid conversation dives deep into the tension between achievement and potential. Whether you're a seasoned executive or scaling your first venture, you’ll walk away with practical tools for breaking stagnation, building better habits, and surrounding yourself with the kind of mentorship that accelerates transformation.If you’re ready to close the gap between where you are and who you’re meant to become, this is your episode.Key TakeawaysWhy proximity and intentionality are critical ingredients for successHow to recognize the subtle signs of complacency—even when you're "winning"Why mentorship is either pay to play or serve to earnThe importance of being the same person on stage and offHow one statement—“I did nothing”—can become your most powerful growth tool.In This Episode[00:00] Introduction to Chris Robinson[04:27] Mentorship from John Maxwell[08:08] Overview of Chris' book, From Drift to Drive[10:14] The Cambodia story and complacency realization[12:23] The value of elite mentorship[17:22] Relatability and success as a separator[20:01] Advice for early-stage entrepreneurs[23:20] The reality of opportunity and hard work[25:19] Defining success and the success algorithm[27:28] Daily commitment and accountability practice[29:35] Rest vs. inaction and honest self-assessment[31:34] Closing thoughtsNotable Quotes[08:43] “Complacency is a secret place of satisfactory success. Now, when we begin to look at complacency that way, we all have a place where we are good at something and we haven't gone back to work on it.”— Chris Robinson[10:20] "On a scale of 1 to 10, you can go from 0 to 8 at something that you're good at, and it can be good at an 8. But it gets very, very difficult to get that last 20%."— Chris Robinson[18:25] "Success is a separator. And, you know, never do we want to be on stage only talking about success because that creates that wall and that separation." — Chris Robinson[20:24] "I would not be doing what I'm doing today without paying for coaching, but then also serving for coaching, because I believe that everyone out there needs to be in proximity to someone that's doing what it is that they want to do."— Chris RobinsonOur GuestChris Robinson is EVP of Maxwell Leadership Certified Team, where he’s certified over 58,000 coaches, speakers, and trainers worldwide. A former Maxwell mentee turned leadership faculty president, he now helps high achievers break through complacency. His book, From Drift to Drive, unpacks the 7-step framework he used to build his career—and how you can apply it too.Resources and LinksChris RobinsonWebsite - https://www.chrisrobinsonspeaker.com/LinkedIn - https://www.linkedin.com/in/speakerchrisrobinsonMaxwell Leadership Certified Team - https://www.maxwellleadership.com/Book: From Drift to Drive - https://drifttodrivebook.com/Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/

So many entrepreneurs hit pause, waiting for all the pieces to fall into place before they take action—but that pause can come at the cost of real momentum. What if the secret to success is just getting started, even when things feel a little messy?In this episode of Scaling the Gap, host Madeleine MacRae sits down with Todd Green, president of Premier Blinds and Shades and host of The Premier Podcast, for an unfiltered look at what it really takes to scale a business. Todd helped grow a retail window covering company from his friend’s basement into a 100-person operation… all without a website, CRM, or any formal systems. But scaling fast came with lessons—some tough, some transformative.Todd opens up about what went wrong, what he’d do differently, and how those experiences are now shaping his new B2B venture, built on the pillars of simplicity, support, and service. From sales strategies to leadership lessons and mindset shifts, this episode is packed with insights you don’t want to miss.Tune in now and learn what it really looks like to scale through the chaos—and come out stronger on the other side.Key TakeawaysWhy courage, not certainty, is the first step to real success.The difference between motivation and inspiration (and why it matters).How scaling without systems exposes your blind spots—and what to do about it.Why surrounding yourself with the right people can change everything.How to evolve your definition of success as your life and business evolve.In This Episode[00:00] Introduction to Todd Green[05:39] Building sales systems and philosophy[08:45] Bias for action and company culture[10:28] Todd’s origin story[13:02] Founding Premier: identifying industry needs[16:30] Decades in days: the value of mentorship[18:17] Saying yes to opportunity and staying curious[24:15] Reflections on success and failure[27:08] Personal success algorithm[29:23] How to connect with Premier[29:45] Closing thoughts and call to actionNotable Quotes[03:56] "Scaling a business is a lot like doing a puzzle without the finished picture in front of you. Just start putting the pieces together." — Todd Green[04:08] "You don't have to be great to start, but you do have to start in order to be great." — Todd Green[09:36] "If you see a need and you take action and you fail, I'm not going to jump your case. But if you do nothing, that's when I'm not going to tolerate that mediocrity." — Todd Green[20:09] "Wise people learn from their mistakes, but the wisest people learn from the mistakes of others." — Todd Green[21:41] "Inspiration moves more than motivation. When people are inspired, that's what really moves people to act." — Todd Green[22:43] "Your life is always moving in the direction of your strongest thoughts." — Todd Green[26:21] "Success is not a shiny gleaming mountain. It's a pile of mistakes that you're standing on top of instead of buried underneath." — Todd GreenOur GuestTodd Green is the President of Premier Blinds and Shades, a B2B window treatment provider serving dealers with high-quality products, low error rates, and unmatched support—including lead generation. Formerly a retail business leader in the window covering industry, Todd scaled a company from a basement operation to a 100-person team. Now, he helps dealers navigate growth with wisdom born of experience and failure alike.Resources and LinksTodd GreenWebsite - https://premierblindsshades.com/LinkedIn - https://www.linkedin.com/in/todd-green-247aa410Podcast - https://premierblindsshades.com/podcast/Discovery Call - https://premierblindsshades.com/contact/Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/

Is cutting corners the only way to get ahead in business? Plenty of people think so—chasing quick wins and flashy success while leaving their values behind. But some entrepreneurs choose a different path. They stay grounded, play the long game, and still come out on top.In this episode of Scaling the Gap, host Madeleine MacRae welcomes Craig Ceccarelli, founder of HomeSpec BasementFix, a long-standing basement waterproofing and foundation repair business that thrived in a notoriously shady market—all while staying rooted in integrity.Craig shares the origin story of his business: starting out in a mobile home with a borrowed address, juggling home inspections to fund his dream, and ultimately transitioning into a full-time founder. From wrestling with whether honesty and business success can truly coexist to mentoring others in the trades, Craig’s journey reveals a deeply human, grounded, and refreshingly unglamorous side of entrepreneurship.This candid conversation explores how separating your identity from your business can create the space to live freely, how to know when it’s time to systematize and scale, and why doing “boring” business well might just be the ultimate path to freedom.Key TakeawaysHonesty can scale—if you’re willing to play the long game.Don’t let your business define you; build it so you can walk away.Success often comes from “boring” businesses done exceptionally well.Mentorship, even from unlikely places, can change your entire trajectory.Freedom—not flash—is the real reward of entrepreneurship.In This Episode[00:00] Introduction to Craig [02:28] Industry ethics and dishonest practices[09:25] Unexpected joys and sorrows of business ownership[12:14] Balancing work and family life[16:25] Power, leadership, and mentorship in business[21:43] Paying it forward: mentoring others[23:20] Defining and measuring success[30:00] Advice for aspiring entrepreneurs[32:03] Closing thoughts and takeawaysOur GuestCraig Ceccarelli is the founder and CEO of HomeSpec BasementFix, a leading Michigan-based basement waterproofing and foundation repair company. With over 25 years of experience, Craig built his business on integrity, system-driven growth, and a commitment to doing things right. He’s passionate about mentoring others and proving that honesty and long-term success can go hand in hand.Resources and LinksCraig CeccarelliWebsite - https://www.basementfix.com/LinkedIn - https://www.linkedin.com/in/craig-ceccarelliMadeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Mentioned The E-Myth - https://www.amazon.com/Myth-Revisited-Small-Businesses-About/dp/0887307280The Millionaire Next Door (CD) - https://www.amazon.com/Millionaire-Next-Door-Surprising-Americas/dp/0743517822How to Think Like a Billionaire (Audiobook) - https://www.audible.com/pd/Think-Like-a-Billionaire-Become-a-Billionaire-Audiobook/B0D7QQ8B7D

What if everything you’ve been told about success is wrong? You’re crushing your goals, hitting your targets—maybe even making more money than ever. So why does it still feel like something’s missing?In this episode of Scaling the Gap, host Madeleine MacRae sits down with Zac Palmer, renowned sales and persuasion strategist, who’s personally driven over $150 million in sales and worked alongside icons like Tony Robbins and Dean Graziosi. But Zac’s story didn’t start on stage—it started in a telemarketing cubicle and took him through deep entrepreneurial trenches, personal reinvention, and eventually, total freedom.From turning around an $800,000-in-debt business at age 19 to launching high-performance sales teams and a transformative podcast, Zac shares how his love for communication, commitment to growth, and deep self-awareness became the foundation for sustained impact. Zac’s journey reveals that success isn't just about the numbers—it's about finding fulfillment, freedom, and balance in all areas of life.Key TakeawaysYou don't need formal education to lead—you need hunger, humility, and hustleCommunication is a superpower that shapes both stage presence and team successSuccess means nothing without fulfillment and presence with those who matter mostPersonal growth fuels professional growth—and often comes from surprising sourcesCelebrate your wins: train your nervous system to seek joy and rewardIn This Episode[00:00:00] Introduction to Zac Palmer[00:04:48] Pivotal moments in Zac’s journey[00:08:14] Balancing desire and reality[00:12:59] Lessons from parenthood[00:14:40] Perpetual Growth Podcast overview[00:17:31] Navigating life’s balance[00:20:19] Awareness of life changes[00:22:08] Does Zac consider himself successful?[00:28:11] Zac’s success algorithm[00:30:58] Where to find Zac PalmerNotable Quotes[00:02:48] "I realized at a very early age that I had a knack for communication and, you know, a passion for connecting with people. Just something I enjoyed." — Zac Palmer[00:10:43] "You might find or create a new passion at 40. Maybe it's 60, maybe it's 80 years old. And it's giving yourself the permission to pursue that thing and pivot and change." — Zac Palmer[00:14:49] "If something's not growing, it's dying." — Zac Palmer[00:24:44] "Success without fulfillment is the ultimate failure." — Zac Palmer[00:26:31] "When you're in a moment of delight, of an achievement, when even if it wasn't on your list of hot lists of things you wanted to do, but it feels delightful to you… linger in that moment.” — Madeleine MacRaeOur GuestZac Palmer is a high-performance sales and persuasion strategist who has grossed over $150 million in sales. From his humble beginnings in telemarketing to consulting for Tony Robbins, Dean Graziosi, and other major names in personal development, Zac now focuses on building elite sales teams and helping business owners develop sustainable, people-first strategies. He also hosts the Perpetual Growth Podcast, where he explores holistic success across business, relationships, health, and life.Resources and LinksZac PalmerWebsite - https://www.thezacpalmer.com/LinkedIn - https://www.linkedin.com/in/thezacpalmerPodcast - https://podcasts.apple.com/us/podcast/zac-palmers-perpetual-growth-podcast/id1794170265Madeleine MacRaeWebsite - https://mmmacrae.com/making-changes-training-motivating/LinkedIn - https://www.linkedin.com/in/macraemadeleineInstagram - https://www.instagram.com/madeleine.macrae/Mentioned Knowledge Business Blueprint - https://megankharrison.com/clients/tony-robbins-and-dean-graziosis-knowledge-business-blueprint/Success Without Fulfillment is the Ultimate Failure - https://www.inc.com/bill-carmody/tony-robbins-success-without-fulfillment-is-the-ultimate-failure.html

Are you feeling stuck in your career, yearning for something more but unsure how to make the leap? You're not alone. Many people dream of entrepreneurial success but struggle to break free from the golden handcuffs of corporate life. In this episode of Scaling the Gap, host Madeleine MacRae chats with Steven Livingston, a self-proclaimed "corporate misfit," and entrepreneur whose journey is as real as it gets. Growing up in Jamaica, Steven’s passion for business started early—he was selling in school and working in investment banking by 17. Years later, he and his wife then made a bold move: buying a franchise while still working full-time corporate jobs. It wasn’t easy, but it was smart. They used what they learned in their careers to grow their business, creating a snowball effect that paid off big time.But it wasn’t all smooth sailing. Steven opens up about a major financial loss and how it tested his confidence. Instead of giving up, he doubled down—on himself. He also talks about the juggling act of life, likening it to a three-legged stool: it’s not about perfect balance every day, but getting it right over time.For Steven, success isn’t about titles or money—it’s about growth, humility, and staying grateful. Tune in for an honest, inspiring conversation about entrepreneurship, resilience, and finding your version of success.Key TakeawaysTalent + Passion = Magic – Success thrives at the intersection of what you love and what you’re good at.Golden Handcuffs vs. Golden Parachutes – Breaking free from corporate security requires conviction.Entrepreneurship Isn’t for Everyone – It demands resilience through financial lows and personal sacrifices.ADHD as a Superpower – Leverage hyperfocus on passions; delegate weaknesses.Redefine Success – It’s about fulfillment, gratitude, and the journey—not just the destination.Leadership = Unlocking Potential – Great leaders spot talent mismatches and reposition people for excellence.In This Episode[00:00] Introduction to Steven Livingston[01:20] Early life and business ventures[05:03] Corporate career and entrepreneurial balance[07:20] The leap to full-time entrepreneurship and the inspiration behind it[12:37] Finding passion and talent intersection[14:09] The luck paradigm[17:29] Embracing ADHD as a superpower[18:55] The entrepreneurial journey: Unexpected hurdles[21:17] Balancing life as an entrepreneur[24:26] Defining success: A personal perspective[27:30] Crafting your own success algorithm[33:30] Final thoughts and farewellNotable Quotes[04:12] “ What I found was I continued to grow at a faster rate whenever I had a business on the side because then I would take the things that I'm learning from business and apply it to my job. And then that allowed me to come with a different approach, a different perspective, a different angle.” — Steven[03:37] “I started doing entrepreneurial roles within corporate. I was 100% a corporate misfit.”— Steven[05:53] “There would be times when the therapist is looking at me and saying like you were meant to be an entrepreneur, why are you still at work yourself in this position in corporate where the skill sets has gotten you to a certain point that it creates what they call the golden parachute.”— Steven[13:47] “In many cases, people are just in the wrong seat doing the right things. Right the wrong seat, doing the wrong things. But it's for a leader to establish what the right things are. Part of leadership is identifying where those two intersect so you can find that talent.” — Stevenu[12:37] “I've always lived by the philosophy that where talent and passion intersect, there is where magic is formed.” — Steven[14:43] “When I was a little kid, I made the world's most horrific, rancid smelling perfumes out of my mom's dead flowers and tried to sell them on my front porch. You cannot take the entrepreneur out of the girl.” — Madeleine [26:57] “Instead of asking myself every day if I'm successful, because that's always a moving target. I wake up every morning asking, am I fulfilled? Because if I'm fulfilled, then success will always be an inevitable byproduct.” — StevenOur GuestSteven Livingston is a Jamaican-born serial entrepreneur, franchise owner, and former corporate leader with experience at Diageo, Walmart, and eBay. From early hustles to boardrooms, he’s built his success on a philosophy of betting on yourself—and now empowers others to do the same by helping them unlock their full potential.Resources and LinksSteven Livingston Website: https://thisissteven.com/Instagram: https://www.instagram.com/stevenglivingstonLinkedIn: https://www.linkedin.com/in/stevenglivingstonMadeleine MacRaeWebsite: https://mmmacrae.com/making-changes-training-motivating/Linktree: https://www.linkedin.com/in/macraemadeleineInstagram: https://www.instagram.com/madeleine.macrae/Apply to be a guest: https://podcast.proqsystems.com/

In this episode, host Madeleine MacRae sits down with Meghann Conter, founder and CEO of The Dames, to dismantle the myths of hustle culture and redefine what success looks like for high-achieving women. From physiological differences in productivity to personal stories of burnout, ADHD diagnoses, and solo parenting, this episode is a masterclass in intentional leadership and aligned living.Together, they explore how women can reclaim their time, energy, and joy—without sacrificing ambition. If you're a woman in business who's tired of grinding and ready to lead with authenticity, this episode is your wake-up call.Key TakeawaysDitch the Hustle: The 24/7 hustle model was not made for women. Aligning with your natural rhythms leads to more sustainable success.CEO is an Inside Job: Your business thrives when you are well. Tracking energy, prioritizing wellness, and building structure around your cycles can transform your results.Choose Presence Over Perfection: Being present in the moment and embracing your evolution creates a deeper, more fulfilling version of success.Drop the Stick: Shame, guilt, and comparison are silent saboteurs. Letting go of internalized judgment opens the door to aligned action and joy.You’re in a Category of One: There is no competition when you embrace your unique path. Comparison is wasted energy.In This Episode[0:00] Meet Meghann Conter: visionary, founder, community builder[1:36] The Dames: Hogwarts + Harvard for women entrepreneurs[4:00] Why most networking is broken—and how to fix it[7:15] The hustle myth: why it burns out women faster[10:15] Productivity vs. alignment: managing your energy[13:05] The CEO wake-up call: redefining time and success[17:00] Replacing coping mechanisms with true self-care[22:00] When ADHD isn’t a curse—it’s clarity[26:30] Releasing the “hard life” narrative[31:00] Letting go of shame and owning your evolution[34:59] Don’t wait to live your life: the journey is the destination[37:49] Megan’s personal success algorithmNotable Quotes[08:16] “Men are built on the 24 hour clock and that is how they function. Women are built on a 28 day cycle and that is how our bodies function.” — Meghann Conter[10:16] “If you are a true CEO, you are not the one who's operating the business and running the business.” — Meghann Conter[17:08] “The life of a CEO is an inside job. So if you're not consistently doing your own personal growth work and becoming completely aware of yourself in your own unique cycles, your own unique human design, astrology personalities, et cetera, then you are typically looking at what's going on around you.” — Meghann Conter[37:49] “Until we decide that we're successful, we'll never be successful. It's like until we decide that we belong in a community, we'll never belong in a community.” — Meghann Conter[40:37] “If you're going to waste your time comparing yourself, you are donating your time to other people's causes that you don't necessarily like.” — Meghann ConterOur GuestMeghann Conter is the founder and CEO of The Dames, a women’s business accelerator for six, seven, and eight-figure entrepreneurs and corporate leaders who want growth without sacrificing themselves. Known for its “Harvard meets Hogwarts” vibe, The Dames combines deep strategy with aligned energy and authentic community.Resources and LinksMeghann ConterThe Dames: https://www.thedames.co/aboutInstagram: https://www.instagram.com/meghannconter/LinkedIn: https://www.linkedin.com/in/meghannconterMadeleine MacRaeWebsite: https://mmmacrae.com/making-changes-training-motivating/Linktree: https://www.linkedin.com/in/macraemadeleineInstagram: https://www.instagram.com/madeleine.macrae/Apply to be a guest: https://podcast.proqsystems.com/

What does it take to build a thriving business while staying true to your values? How do you navigate the highs and lows of entrepreneurship without losing sight of what truly matters?  In this episode of Scaling the Gap, host Madeleine MacRae sits down with Trevor Emerson, founder of LSM and host of the FranchisOR Bust Podcast, to explore his unconventional journey from college hustler to seasoned entrepreneur. Trevor shares hard-won lessons on leadership, company culture, and the power of authenticity, revealing how agility and a people-first mindset propelled his agency’s success.  From wearing suits to work in 2008 (even when it was just two guys in an office) to overcoming hiring disasters and redefining success, Trevor’s story is a masterclass in resilience. Tune in for actionable insights on building happy teams, adapting to change, and measuring success beyond the zeros in your bank account. Tune in now to discover how to build a business that succeeds and fulfills you—straight from an entrepreneur who’s done it.Key TakeawaysPersonal growth is essential to business growth.How you show up shapes how others take you seriously.Clients want results, not just marketing jargon.Happy, empowered employees do the best work.If your business isn’t evolving, it’s falling behind.Genuine relationships are one of entrepreneurship’s biggest rewards.Success is about fulfillment, not just finances.Authenticity attracts the right clients and team.In This Episode[00:00:44] Introduction to Trevor Emerson[00:01:37] Trevor’s journey from side hustles to entrepreneurship[00:04:16] Trevor’s high and low points along the progression of his business[00:06:03] The 2008 suit-and-tie turning point[00:07:57] Shifting from "digital marketing" to business solutions[00:11:32] Doing something different every year[00:12:35] Hiring disasters and the birth of "Happy, Excellent Employees"[00:15:50] Why flexibility and ambition fuel excellence[00:17:50] Why some people don’t thrive in environments of happiness and excellence[00:19:19] Why your business has to be magnetic – Magnetizing your culture (and repelling misfits)[00:22:06] What has been unexpectedly delightful for Trevor: Networking that became friendships[00:26:17] Trevor’s success algorithm and whether he considers himself successful[00:29:43] Why entrepreneurs must pause and celebrate wins[00:30:47] How to connect with Trevor EmersonNotable Quotes[00:03:53] "As you build your business, the person who’s going to need to change the most is actually you. You will undergo so much change because you have to grow and adapt to the business you're building, and expand your own capacity to lead at a higher level." — Madeleine MacRae[00:07:00] "We began to understand very clearly that what we have to say and what we do is far less important in the conversation than what the customer needs, what their goals are, or what kind of profit margin they have on certain items." — Trevor Emerson[00:11:32] "Every year, I tell my team: ‘Next year, we’ll be doing something different.’ The core values stay, but how we deliver value? That evolves." — Trevor Emerson[00:15:51] "Happy, excellent employees — that’s sort of been our number one mantra for years and years, and it still is." — Trevor Emerson[00:20:35] "Your team is customer number one. Lose a client? You’ll find another. Lose a great employee? That’s a crisis." — Madeleine MacRae[00:26:24] "If you try to measure success by the zeros attached to your name, there will always be someone more successful than you." — Trevor EmersonOur GuestTrevor Emerson is the founder of LSM, a Nashville-based digital marketing agency, and host of the FranchisOR Bust podcast. With 20+ years in entrepreneurship, he’s mastered the art of blending strategy, culture, and authenticity to drive growth. Resources and LinksTrevor Emerson WebsiteLinkedInMadeleine MacRaeWebsiteLinkedInInstagramMentioned PodcastFranchisOR Bust - Franchise Marketing

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Billy Samoa Saleebey, the creative force behind the very production of this show. Billy shares his eclectic journey from big-budget Hollywood productions to Tesla training, and ultimately, to building a podcast empire that saves leaders time and amplifies their impact.Billy breaks down the difference between being busy and being effective, and why learning to manage your energy is just as important as managing your time. With an emphasis on building sustainable success, this episode dives deep into what it takes to lead with purpose, clarity, and discipline—without burning out.Key TakeawaysPodcasting is Edutainment: Podcasts are modern storytelling tools that combine education with entertainment, and when done right, they become timeless assets that keep giving.The Success Algorithm: Billy shares three pillars that define high performers: prioritize what matters, focus relentlessly, and manage your energy with intention.Mindset is Everything: Overcoming the inner critic and embracing imperfection (version 1 doesn’t have to be version 10!) is essential for progress and personal growth.Activities Drive Results: It’s not about doing more—it’s about doing what matters most, consistently.Time Is a Choice: No one has the time; successful people make the time by automating, delegating, or deleting what doesn’t belong on their plate.In This Episode[0:00] Meet Billy Samoa Saleebey: producer, entrepreneur, storyteller[1:38] From Hollywood to Tesla to podcasting[4:28] Why education + entertainment = lasting impact[7:00] The power of voice, story, and emotional connection[9:38] From insight to action: how to make content meaningful[11:42] The three habits of successful people[14:48] Why knowing your energy patterns matters more than rigid productivity[16:39] The journal trick: tracking how you actually spend time[19:14] Chaos is a choice; structure is a superpower[21:11] The slow road: nothing happens as fast as you think[24:30] Mindset management and silencing the inner critic[27:12] Ship the thing: why done is better than perfect[29:00] Reframing success and redefining progress[32:48] Billy’s personal definition of success[36:33] Where to connect with Billy and start your podcast journeyNotable Quotes[01:38] “I got started in entertainment a few decades ago and worked in Hollywood big budget movies and then sort of had an interesting career trajectory.” — Billy Samoa[02:18] “When I left Tesla, I said, how do I combine entertainment and education? And a podcast was a good fit.” — Billy Samoa[02:33] “Really at our core, what we do is we buy people back their time.” — Billy Samoa[04:28] “You can build a body of work that accumulates over time and it's the gift that keeps on giving.” — Billy Samoa[05:01] “We go through our lives and we learn from experience. Yes, but we could also learn from other people's experience.” — Billy Samoa[06:19] “Podcasts do something very unique... there is something very special, something very deep and rich about the human voice.” — Billy Samoa[29:25] “People overestimate what they could do in a year and underestimate what they could do in 10 years.” — Billy Samoa[29:53] “Success is not a destination. Success is a journey.” — Billy SamoaOur GuestBilly Samoa Saleebey is the founder of Podify, a full-service podcast production company that helps thought leaders turn their wisdom into action. His career spans film production, corporate training at Tesla, and building edutainment platforms that elevate voices and ideas. His podcast Insight Out dives deep into the stories behind today’s most impactful leaders.Resources and LinksBilly Samoa SaleebeyPodifyInsight Out PodcastLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

In today’s digital landscape, the heart of entrepreneurial success lies in continuous learning and adaptation. In the latest episode of Scaling the Gap, host Madeleine MacRae sits down with Moe Abbas, founder of Sales Ask – an AI-powered sales tool designed to revolutionize home service businesses. Together, they explore the secrets to scaling a business effectively without losing sight of your core purpose, the hurdles of maintaining a consistent sales process, and why discipline, structure, and technology are the keys to long-term sales success.Moe takes us through his journey, from starting a construction company at 19 to harnessing the power of AI to optimize sales performance. He shares invaluable insights on how AI can supercharge your sales strategy and the critical importance of implementing structured processes for success.Discover how to future-proof your sales organization with cutting-edge technology. Tune in now!Key TakeawaysThe critical role of discipline in achieving sustained sales success.The five fundamental components that drive a high-performing sales organization.The initial challenges of adopting cutting-edge technology, and the long-term benefits it ultimately provides.The transition from individual sales efforts to developing a robust, scalable sales team capable of supporting significant growth.The relationship between resilience in the face of adversity and overall success.Understanding success as a multifaceted concept, with outcomes that are specific to different areas of business and personal achievement.In This Episode[00:00] Introduction to Moe Abbas[01:26] The power of sales processes[04:01] AI in sales: transforming accountability[06:47] Discipline and consistency in sales[14:29] The journey from trades to technology[16:02] Building a winning sales organization[19:20] Leveraging technology for sales success[22:22] The exponential growth of AI[26:13] The competitive advantage of early adoption of AI[27:37] Overcoming unexpected hurdles in business[34:59] Moe’s concept of success and its domains[39:30] Closing remarksNotable Quotes(00:03:09) " The process is the winning formula. It’s the recipe for success. If you follow the process, you're gonna get the outcome that you desire." — Moe(00:07:28) " Discipline is being consistent in your actions regardless of how you feel, and the consistency breeds excellence over time. This is a long game; this isn't about getting results today or tomorrow. This is about winning every single day, every single time you need a client." — Moe(00:09:43) " There's practice, and then practice becomes habit. And then habit becomes ritual. When something becomes a ritual, there's no thinking involved. It becomes part of your subconscious processes. It becomes instinctual and reflective." — Moe(00:28:12) " Your capacity to take pain is directly correlated to how successful you're gonna be." — Moe(00:32:51) “ Decision fatigue is real. Don't clutter up your mind with little decisions if you can help it.” — MadeleineOur GuestMoe Abbas is the founder of Sales Ask, an AI-driven sales tool designed to optimize sales performance for home service and home improvement companies. Starting his career at 19, Moe quickly scaled from a novice in construction to managing multi-million dollar design-build firms in Canada. With two decades of industry experience, he has developed a unique blend of hands-on expertise and technological insight. Moe advocates for combining advanced AI with disciplined processes and human-centric coaching to transform sales strategies. Through Sales Ask, he aims to revolutionize sales by turning conversations into actionable insights and measurable success.Resources and LinksMoe AbbasWebsiteLinkedInThreadsMadeleine MacRaeWebsiteLinkedInInstagram

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Kristopher Stuart, co-founder of Bloomin’ Blinds, to unravel how a family-built window coverings business is rewriting the rules of franchising with AI, robotics, and a firefighter’s grit. But here’s the twist: their biggest innovation isn’t in the tech—it’s in the human connection the tech enables.From repairing blinds as a 10-year-old to leading a franchise empire of 80 locations, Kristopher reveals how Bloomin’ Blinds is using AI to strip away everything except the irreplaceable moments of trust between their franchisees and customers. Think drone deliveries, robot installers, and coffee-fueled conversations—because the future of home services isn’t just automated; it’s intentionally human.Stick around for a masterclass in resilience, the “deposits of grace” that sustain long-term partnerships, and why Kristopher believes we’re living through a once-in-history opportunity to redefine industries. By the end, you’ll rethink how technology serves relationships—not the other way around. Let’s dive in!Key TakeawaysThe AI-Human Paradox: How Bloomin’ Blinds uses AI to automate everything except the face-to-face customer experience—turning window coverings into a high-trust, high-tech service.From Firehouse to Franchise: Kristopher’s firefighting background shaped their management style: “Treat the office like a fire station—drop everything when the call comes in.”The “Deposits of Grace” Principle: Why building relational capital (and owning mistakes) is the secret to franchisee loyalty—even when tech rollouts hit snags.The Generational Tech Shift: “We went from changing TV dials to coding AI bots—this is the only time in history that’ll happen. If we’re even 10% right, we’re ahead of 97% of the market.”Redefining Success: Kristopher’s algorithm: Spearheading a movement + robust relationships + being of service—not just profits.In This Episode[00:00] Introduction to Kristopher Stuart[09:22] AI and robotics in business[13:50] Leveraging AI for efficiency[20:06] Impact of technology on customer experience[21:29] Future of technology in home services[23:36] The origin of the franchise[24:10] Expanding beyond window treatments[24:27] The vision of robotics in installation[25:24] Human connection in technology[27:50] Challenges in the journey[29:05] Optimism in overcoming obstacles[33:34] Defining success[36:15] Personal success algorithm[40:31] Mutual understanding in leadership[43:15] Closing thoughts and connectionsNotable Quotes(23:33) "Technology should enhance the human relationship, not replace it." — Kristopher Stuart(26:23 )"I think the haves and have nots going forward, because information is available to everybody. It used to be information, it's now going to be the creativity to apply it."— Kristopher Stuart(33:48) "I found my happy place. I'm successful as I'm joyful, have a happy, healthy family that loves and supports me."— Kristopher Stuart(40:58 )"Everybody in the company should have decision-making authority on behalf of the company. If they don't or shouldn't, they shouldn't be in the company."— Kristopher StuartOur GuestKristopher Stuart is the Chief Operating Officer and co-founder of Bloomin’ Blinds, a family-owned franchise specializing in window coverings. From his early days as the company's first employee and field technician, he has played a pivotal role in its growth to over 80 locations nationwide. Kristopher also served as a career firefighter and paramedic, bringing his leadership and team-building skills to the business. Today, he focuses on coaching franchisees in growth and business development, emphasizing self-awareness and operational excellence.Resources and LinksKristopher StuartBloomin' BlindsLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

Imagine standing at the edge of a breakthrough—your business, your dream, your legacy—but something holds you back. Is it fear? Lack of resources? Or have you simply never been shown the invisible architecture behind every great achievement?In this episode of Scaling the Gap, host Madeleine MacRae pulls back the curtain with Dr. Mercidieu “Phil” Phillips, a man who’s cracked the code on turning failure into fuel and ordinary beginnings into extraordinary generational impact. But here’s the twist: his biggest revelation isn’t about hustle, mindset, or even resilience. It’s about the people you’ll never meet. The ones who quietly opened doors for you. The failures that secretly guided you. The mentors who didn’t know they were mentoring you. Dr. Phillips calls it success genealogy—and once you see it, you’ll never chase success the same way again.From losing everything in the 2008 crash to speaking for 86,000 people at the NBA, Dr. Phillips’ journey is a masterclass in audacity. But the real question is: Who’s in your success genealogy? And more importantly—who will be in yours because of the risks you take today?By the end of this episode, you’ll rethink every setback, every open door, and every dollar you’ve ever earned. Because success isn’t just about you. It’s about the trail you blaze—and the hands you pull up behind you.Key TakeawaysThe "Success Genealogy" Principle: How recognizing the people who opened doors for you (or taught you through failure) creates a ripple effect of opportunity.Why Dr. Phil’s restaurant collapse became the catalyst for his entrepreneurial empire—and how to reframe failure as data, not defeat.The "R&R" philosophy (Risk + Resilience) that helped Dr. Phil scale from "abject poverty" to generational change agent.The three non-negotiables for durable success: character, resilience, and humility (plus why he studies failure stories more than success).Why your network determines your net worth—and how to build a "resilience squad" for your next growth season.In This Episode(00:00) Introduction to Dr. Phil Phillips(06:20) Upcoming event announcement(08:37) Courage in entrepreneurship(10:36) Highlighting success in others(14:01) Overcoming fear of failure(16:49) Defining success(17:57) Algorithm for success(19:23) Trailblazing in entrepreneurship(20:02) Success genealogy(21:49) Identifying role models(23:08) Resilience and community(24:01) Closing remarksNotable Quotes(01:47) "I don't like to call myself a motivational speaker. I train business owners and organizations on how to improve and how to do what they do better." — Dr. Phil(03:30) "You can always be your own boss and you can chart your own course." — Dr. Phil(08:50) "I'm a risk taker. I'm not a daredevil. I just love taking risks and seeing what happens. I call myself the R and R guy, the risk and results guy." — Dr. Phil(16:49) "I consider myself a generational shift agent or change agent. I have generations coming after me that says, if you can do it, I want to do it. So for me, that's success." — Dr. Phil(15:27) "I love being around people like you because what you carry is so contagious. I never want to wear a mask around you because I want to catch it." — Dr. Phil(20:14) "No one is dropped out of a success helicopter. You have a trail." — Dr. PhilOur GuestDr. Mercidieu “Phil” Phillips is a transformational leader whose passion is to positively touch people’s lives and affect holistic change. He is a much sought-after conference speaker, teacher, business consultant, and coach. His worldwide work in places such as Asia, Israel, Europe, South America, Central America, Canada, the Caribbean, and across the United States has made him an inspiration to millions. Dr. Phil is the President and CEO of Level Up Coaching Solutions. He is the author of several books, including, LeaderFlip, Divine Repairs, and his latest best-seller Navigating Defining Moments. Dr. Phil is an adjunct professor and guest lecturer. He has also written dozens of published articles on family, organizational development, and leadership. Since 1990, Dr. Phil has trained over 150,000 leaders and organizations.Resources and LinksMentioned BookThe Tenacious Pursuit of Peace: Where to Go When Success is Not Enough by Madeleine MacRaeDr. Mercidieu “Phil” PhillipsLevel Up Coaching Solutions WebsiteLinkedInTake the Lead Business Conference (May 10, Fort Myers)Madeleine MacRaeWebsiteLinkedInInstagram

What does it take to transform a 21-year-old print magazine into a cutting-edge multimedia empire powered by AI? In this compelling episode of Scaling the Gap, host Madeleine MacRae sits down with Tom Bohn, CEO of TheHomeMag, who did exactly that—and doubled his company's revenue in just three years.In today's rapidly evolving market, standing still is the fastest path to irrelevance. Under Tom’s leadership, the traditional home-improvement media company embraced AI tools like ChatGPT, launched a competitive digital platform, and even expanded into the pet industry—all while maintaining the human touch that built their legacy. Tom also shares profound leadership lessons from his most formative moments and his "Clear the Path" philosophy that creates a culture where teams move fast, fail forward, and challenge ideas without ego.For any leader facing disruption—whether from AI, market shifts, or internal growing pains—Tom's story offers both inspiration and actionable strategies. Discover what it truly means to build a business that evolves without losing its soul.Key TakeawaysUnderstanding how AI tools can boost efficiency by 30% and how we should recognize them as our co-pilot, not our replacementHow a “clear the path” and trust-filled work culture removes roadblocks for both teams and customersThe importance of laughter as a secret weapon in high-pressure situationsWhy it’s better to fail fast than to fail cheap and to strive for progress over perfectionThe realization that success isn’t a paycheck; it’s freedom, family, and writing your own rulesIn This Episode(00:00) Introduction to Tom Bohn(01:10) Transforming TheHomeMag  (02:56) Embracing change and innovation  (08:06) The role of AI in business growth  (15:47) The importance of resilience and trust  (22:36) Defining success and leadership  (26:07) Conclusion and final thoughts Notable Quotes(01:46) "If you just stay comfortable with what you are and who you are, what's going to happen is that's all going to start to disappear and change because the world's changing so rapidly." — Tom(07:40) "AI has now made it so that the speed and the radicalization of change that's coming at everything is so significant that you actually have to get out ahead of it and integrate and utilize it." — Tom(08:51) "AI is not a job replacer, it's a job enhancer. What it has done for us is taken the ability for us to bring product to market much quicker." — Tom(14:38) "I'll take speed over accuracy any day. I will argue that to the nth degree because if you're fast enough, if you're resilient enough, you can always change course, you can always tweak. But if you're late, too many people are going to beat you out to it." — Tom(19:36) "Resiliency is often incredibly underestimated. [...] Now is the time to try and fail. Eventually, you get to a place where you want to be." — Tom(22:35) "I think I'm successful because, by and large, I've been able to do what I wanted to do my entire career." — TomOur GuestAs CEO of TheHomeMag, Tom Bohn transformed the 21-year-old print publication into a $60M multimedia powerhouse spanning home improvement and pet care. His "Clear the Path" leadership philosophy drives innovation through AI adoption and bold experimentation. Known for hiring philosophy majors over programmers, this disruptive leader proves legacy businesses can outpace startups when they embrace change fearlessly.Resources and LinksMentioned BookGood to Great by Jim CollinsTom BohnWebsiteLinkedInAskhomey.comTHM MediaMadeleine MacRaeWebsiteLinkedInInstagram

In this powerful episode of Scaling the Gap, host Madeleine MacRae, CEO and co-founder of ProQ, sits down with Brian Kaskavalciyan—entrepreneur, podcast host, and a leading voice in the home improvement industry.Brian shares his journey from launching a relationship marketing company in 2009 to becoming a trusted advisor for home improvement entrepreneurs seeking financial freedom and long-term success. Together, Madeleine and Brian dive into the real work behind entrepreneurship—overcoming self-limiting beliefs, cultivating humility, setting intentional goals, and redefining success beyond just financial gain. This is an episode full of straight talk, inspiration, and actionable strategies for entrepreneurs ready to grow from the inside out.Key TakeawaysWhy wealth and personal freedom go hand-in-hand for long-term business successThe mindset shifts that separate surviving business owners from thriving entrepreneursHow personal development is the "hardest work"—and the most rewardingStrategies to break through self-limiting beliefs and achieve financial goalsThe role of ethics, humility, and impact in building a legacyHow daily rituals and reminders help align your actions with your visionWhy defining success for yourself is essential to finding fulfillmentIn This Episode:00:00 – Introducing Brian Kaskavalciyan01:40 – Brian’s Journey and Core Business Philosophy04:04 – Wealth as a Path to Freedom05:52 – Personal Development as the Foundation of Wealth08:49 – Ethics and Integrity in Business13:31 – Creating the Ripple Effect of Prosperity17:42 – Why The Hardest Work is Working on Yourself20:58 – Setting Financial Goals with Intention24:04 – Building a Mindset for Long-Term Success28:38 – What Success Really Means41:28 – Final Reflections and How to Connect with BrianNotable Quotes[00:05:37] "  You can't make more time, but you can definitely buy more time." — Brian Kaskavalciyan[00:06:01] "  Become a millionaire, not for the million dollars, but for what it will make of you to achieve it." — Brian Kaskavalciyan[00:09:29] “ You do not have to practice bad business to get ahead. And in fact, you are gonna become a worse person if you do that.” — Madeleine MacRae[00:15:43] “If you are paying attention to how wealth could possibly impact you, you are gonna be careful not to become overly greedy.” — Brian Kaskavalciyan[00:20:10] "  Your personal development journey is ongoing. There's not a point where you’re done forever." — Madeleine MacRae[00:27:36] “ When you can stand on your own success and you feel confident in what you are achieving, it becomes less and less necessary for other people to applaud you.” — Madeleine MacRaeOur GuestBrian Kaskavalciyan is a successful entrepreneur, speaker, and the co-founder of gFour Marketing Group. He’s best known as the host of The Wealthy Contractor podcast, where he helps home improvement business owners build profitable, freedom-focused companies. With decades of experience in relationship marketing, Brian empowers entrepreneurs to shift their mindset, grow their businesses with purpose, and define success on their own terms.Resources and LinksBrian KaskavalciyanLinkedInInstagramWebsiteMadeleine MacRaeWebsiteLinkedInInstagram

In this episode of Scaling the Gap, host Madeleine MacRae has an honest and inspiring conversation with Andrew Killian, founder and CEO of HomeStead HotLeads, about what it really takes to walk away from a successful career in software engineering and build something of your own.Andrew opens up about the motivations behind his leap into entrepreneurship, the obstacles he’s faced, and the deeply personal rewards that come from pursuing freedom, fulfillment, and impact. He highlights the role of gratitude in business, especially in the remodeling space, and how being intentional about connecting with female buyers has helped him create a more human, results-driven customer experience.This episode offers real-world wisdom on starting over, staying agile, and scaling strategically—with heart.Key TakeawaysAdapting to changes in a fast-paced environment and learning to anticipate market shifts before they happen.Building a vision for your business that balances where you are now with where you want to go.Bridging the gap between ideas and action through intentional, consistent execution.Turning launch delays or market entry setbacks into opportunities for growth and strategic reflection.Using gratitude as a foundation for better client relationships and stronger business culture.Understanding emotional buying behavior to create more impactful customer experiences.Pursuing freedom and autonomy as core motivators for long-term entrepreneurial success.In This Episode:00:00 - Introduction to Andrew Killian01:55 - Andrew's Entrepreneurial Journey03:09 - The Power of Gratitude in Business04:47 - Making the Leap: Motivations and Challenges09:05 - The Importance of Environment and Free Will16:54 - Niches Make Riches: Tailoring to Female Buyers20:03 - Defining Success and Personal Freedom25:10 - Conclusion and Final ThoughtsNotable Quotes[00:03:14] " Thank you is so much more powerful than I'm sorry. It's really leaning into that expression of gratitude, helping to align things to appreciate rather than to point for the failing or to point towards something different." — Madeleine MacRae[00:09:45] “ I'm a big believer in always questioning why you believe what you believe.” — Andrew Killian[00:19:25] “ if you do what you've always done, you're gonna end up getting less than what you've always gotten.” — Madeleine MacRae[00:22:21] " Being able to just control your time is  the most accurate predictor of happiness." — Andrew KillianOur GuestAndrew Killian is the founder and CEO of HomeStead HotLeads, a company dedicated to helping home improvement businesses generate high-quality leads through strategic digital marketing. With a background in software engineering, Andrew made the leap into entrepreneurship to pursue greater freedom and impact. He's passionate about gratitude-driven leadership, customer experience, and empowering service-based businesses to thrive through smarter marketing and authentic connection.Resources and LinksAndrew KillianLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

In this episode of Scaling the Gap, Madeleine MacRae sits down with Dena Jalbert, CEO of Align Business Advisory Services, for a deep dive into the world of mergers and acquisitions (M&A) for founders and family-owned businesses. Dena unpacks the emotional and strategic challenges of selling a business, stressing the importance of planning ahead, staying true to core values, and finding the right buyer.The conversation goes beyond numbers, touching on the evolving M&A landscape and the power of intentionality in business transitions. Madeleine and Dena explore the role of integrity, trust, and the joy of helping clients succeed. Madeleine shares her passion for negotiation and the balancing act of staying authentic, while Dena emphasizes the value of "entrepreneurial street smarts."Together, they reflect on lessons learned—shifting from corporate to entrepreneurial hiring, redefining success beyond financial gain, and the importance of service, diversity, and innovation in business. The episode wraps up with a powerful takeaway: success isn’t one-size-fits-all—it's about defining it on your own terms.Key TakeawaysMergers and acquisitions (M&A) in the context of founder and family-owned businesses.The unique characteristics and significance of the middle market in business transactions.The emotional challenges faced by business owners when selling their companies.The generational shift in business ownership and its implications for exit strategies.The importance of planning for value extraction well in advance of a sale.Aligning personal values with potential buyers during the M&A process.The role of specialized guidance in navigating business transitions.The evolution of M&A practices and the focus on smaller deals post-financial crisis.Viewing M&A as an opportunity for growth rather than an endpoint.The necessity of strategic planning and exploring diverse exit options for business owners.In This Episode[00:00:58]   Introduction to Dena  [00:04:52]   Shifts in M&A focus  [00:06:52]   Understanding transactions  [00:09:35]   Impact on families  [00:10:18]   Planning for retirement  [00:12:08]   Value extraction importance  [00:13:05]   Planning for a successful exit   [00:15:06]   Concerns about ownership change  [00:16:04]   Finding the right partner     [00:20:00]   Emotional turmoil in M&A   [00:21:30] M&A misconceptions  [00:22:43] Evolution of M&A practices  [00:22:56]  Access to resources   [00:25:51] The Cheesecake Factory metaphor   [00:27:20] Challenges of entrepreneurship  [00:35:39] Defining success[00:44:45] Final thoughts and call to actionNotable Quotes(00:12:08) "I saw, I observed it happen again and again and again, where I said, 'Oh, whoa, whoa, whoa, like that can't be the case, right? We have to get the good word out there that it does take a little bit more planning.'" — Madeleine(00:17:08) "You didn't have a partner, and partnership is an active verb in this case, not just an individual. You have to take active engagement in that, and so it's strategic, it's not by accident." — Dena(00:17:54) "I want someone who knows me deeply to help me when I'm ready. I'm not going to start drilling my own teeth, so why would I not entrust my life's work to a specialist?" — Dena(00:24:22) "Nobody starts a business hoping that one day they will walk away without realizing its value. If you don't plan to maximize the value of that asset, it just dies on the shelf." — DenaOur Guest​Dena Jalbert is the founder and CEO of Align Business Advisory Services. With nearly 20 years in "Big 4" public accounting and executive roles at Fortune 500 companies, she has facilitated over $3 billion in transactions involving firms like Visa and Google.Resources and LinksDena JalbertWebsiteLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

What if the secret to building a thriving business wasn’t about cutting-edge strategies or flashy marketing—but something much simpler, yet profoundly powerful? What if the key to customer loyalty, team satisfaction, and even personal fulfillment could be summed up in one word: love?In this episode of Scaling the Gap, host Madeleine MacRae sits down with Janie Sandberg, co-owner of Floor Coverings International in Henderson, Nevada. Janie shares her inspiring journey of building a business with her husband, Jeremy, while balancing the chaos of family life with three kids in different schools. Together, they’ve created a flooring business that’s not just about floors—it’s about creating meaningful connections and delivering a "white glove experience" to their customers.Key TakeawaysThe importance of customer service and creating positive client experiences.Balancing family life with the demands of running a business.The significance of building strong relationships with customers.Strategies for navigating challenges in the construction industry.The emotional aspects of entrepreneurship and managing stress.Redefining success beyond financial metrics to include personal fulfillment.The impact of a caring business culture on customer loyalty and community.In This Episode(00:00:00) Introduction to Janie Sandberg(00:06:59) Creating a customer-centric experience(00:08:41) Unexpected joys of business(00:10:53) Reciprocal customer relationships(00:12:53) Challenges in the flooring industry(00:14:44) Continuous improvement mindset(00:16:46) Defining success(00:19:19) Broader definition of success(00:22:04) Navigating business challenges(00:25:15) Connecting with JanieNotable Quotes(00:07:52) "The first thing that we're always thinking about is how can we show love to our customers?" — Janie Sandberg(00:09:03) "I have found a lot of friends which I think is unusual; my husband sometimes looks at me and goes like I don't think this is normal that we have all these customers that send us Christmas cards." — Janie Sandberg(00:17:13) "If I'm defining my success by showing love to my customers, are we delivering an outstanding experience, or are we adding value to their lives, then yes, 100% we're doing that." — Janie Sandberg(00:18:43) "Success is defined by being able to boldly live your values, by adding value to people's lives, by making the time for the things that matter in life, by navigating your life with an element of grace, and by having space for more achievements still to come." — Madeleine MacRae(00:23:59) "At the end of the day, I would still have my marriage, I'd still have my family, I would still have the relationships I built. Those things don't change; the rest of it's just money and stuff." — Janie SandbergOur GuestJanie Sandberg is a small business owner and co-founder of a flooring company in Henderson, Nevada. With a deep commitment to customer service, she prioritizes creating a supportive, family-like experience for clients. Janie believes in leading with love, building lasting relationships, and continuously improving her business. She balances entrepreneurship with family life, embracing both challenges and rewards.Resources and LinksJanie SandbergWebsiteLinkedInInstagramFor Las Vegas Locals: Reach out to Janie and Jeremy for your flooring needs!Madeleine MacRaeWebsiteLinkedInInstagram

Being a CEO means navigating constant pressure, especially when scaling your business. Now, imagine this: you're sitting on the edge with everything on the line. The stakes are high, and failure seems inevitable. So, what do you do? In this episode of Scaling the Gap, host Madeleine MacRae sits down with Matt Millsap, CEO of Build Co. 7, to explore how he not only weathered the tough times but built a thriving business rooted in leadership, integrity, and growth.Matt’s journey wasn’t without its hurdles. After discovering he was $250,000 in debt, he turned to seasoned mentors and made bold moves that transformed his company—and his mindset. He shares the invaluable lessons he learned about leadership, company culture, and financial management, plus his “rule of two” approach that’s empowering his team to solve problems with solutions.Join us as Matt reveals how turning a crisis into an opportunity became the foundation for his company’s success. Let’s dive in!Key TakeawaysBuilding a strong team and company culture is paramount to successFinancial struggles can teach invaluable lessons in accountability and integrityDelegating effectively and empowering your team leads to better resultsStrong client relationships are the backbone of sustainable business growthContinuous learning and personal growth are integral to leadership successIn This Episode[00:00:00] Introduction to Matt Millsap[00:01:06] Importance of building a team[00:02:04] Refining leadership skills[00:03:00] Letting go of weaknesses[00:05:02] Inspiration behind starting the business[00:06:27] Navigating the 2008 recession[00:07:23] Focus on historic renovations[00:09:08] Choosing the right clients[00:11:01] Defining ideal clients[00:12:24] Learning from difficult clients[00:13:41] Monitoring financial metrics[00:14:29] Facing financial challenges[00:16:01] Overcoming financial challenges[00:16:46] Learning and growth[00:17:17] Honoring obligations[00:19:33] Building trust with bankers[00:21:57] Unexpected team loyalty[00:23:37] Creating Construction Coach[00:26:37] The rule of two[00:29:22] Success reflectionNotable Quotes[00:02:04] "Once I realized that the focus needed to be on a healthy company culture, things really started to blossom." — Matt Millsap[00:06:27] "I remember I wrote it out with him as long as I could and I looked at him one day finally and I just said, 'Boss, you know the captains got to go down with the ship, but the first mate doesn't.'" — Matt Millsap[00:16:01] "I owed a lot of people a lot of money, and I never dodged a call. I would just pick up the phone and say, 'I can't pay you today, but I'm going to pay you.' It was one of the toughest times of my life." — Matt Millsap[00:17:37] "I had a situation where I couldn’t pay my taxes. We lost a key client, and I couldn’t afford my bills. But I honored my obligations, and I paid it anyway. The owner of that company wrote me the most heartwarming email when I paid the last payment." — Madeleine MacRae[00:21:57] "An unexpected delight has been the team that I’ve built over the past years. They support me because they see the value in what I do for the company. That’s probably one of the surprises I would say." — Matt MillsapOur GuestMatt Millsap is the founder of Build Co. 7, a Nashville-based contracting company with over 16 years of experience in design, construction, and investment. The company specializes in remodeling and renovating older and historic homes, as well as undertaking small-to-medium commercial and retail projects. Their services include kitchen and bathroom remodeling, detached garages, additions, and new constructions. Build Co. 7 has been recognized with multiple awards for client satisfaction and is known for its meticulous pre-construction and construction processes.Resources and LinksMatt MillsapWebsiteLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

In this episode of Scaling the Gap, host Madeleine MacRae welcomes Gabe Lullo, CEO of Alleyoop, a leading sales development agency. Gabe shares insights into his company's approach to sales, which focuses on prospecting and appointment setting for various businesses. The conversation explores the importance of mastering language and communication in sales, the integration of AI and technology, and the value of maintaining human interaction in sales processes. Gabe also discusses his personal journey, including early influences and the concept of 'leadership duplication'—the practice of magnifying specific talents within a team. This episode is filled with practical advice and inspirational stories for leaders and entrepreneurs aiming to scale their organizations and build lasting legacies.Key TakeawaysRecognizing the magic of words and their potential to earn financial successDrawing inspiration and elaborating a packaging sales strategy akin to a sports team’s dynamics through using competitive, gamified environments to cultivate high-performing sales teamsThe role of AI and technology in sales and how sales professionals should embrace it as a tool to enhance their capabilitiesWhy building a sales team should naturally follow business growth rather than precede itThe concept of leadership duplication, focusing on elevating different slices of excellence in team members rather than creating carbon copies of oneselfThe importance of using language as a tool to create reality, whether it’s shaping one’s identity or building a thriving businessIn This Episode:00:00 - Introduction to Gabe Lullo01:35 - The Concept of Sales Development and Its Importance04:04 - The Art of Prospecting and Overcoming Rejection09:27 - Gabe's Journey: From Fundraising to Sales Leadership12:46 - Leadership Duplication and Personality Types17:53 - Challenges and Technological Advancements in Sales22:39 - Defining Success and Personal Reflections26:28 - Closing Thoughts and How to ConnectNotable Quotes[00:08:01] " You have to really be in the habit of collecting the no's because the no is the doorway to the yes." — Madeleine MacRae[00:11:08] " Communication is a way of generating wealth. And that is just such a beautiful way to look at it." — Madeleine MacRae[00:12:37] “If I can start teaching people what I was doing, then [I] could build an army.” — Gabe Lullo[00:14:41] “Your job is really to be the octopus or the chameleon. It's to change colors, not as a manipulation or as a way of hiding anything, but as a way to relate to the person you're talking to.” — Gabe Lullo[00:24:16] " Success is just a decision that I've chosen. I just decided that I was going to be, and as soon as I made that decision to do it, everything else started just happening." — Gabe Lullo[00:27:14] “Language is a really powerful vehicle that you can master to speak into reality things that don't exist yet, whether it's who you decide you're becoming or what you decide you're building, or even the team that you're curating, creating.” — Madeleine MacRaeOur GuestGabe Lullo is the CEO of Alleyoop, a premier firm dedicated to transforming the Sales Development Representative (SDR) function for top-tier clients. As Chief Business Officer, Gabe leverages AI and cutting-edge technologies to revolutionize sales processes, enhancing efficiency and delivering outsourced SDR solutions that have fueled the pipelines of industry leaders like Adobe and ZoomInfo. His visionary leadership and deep expertise in sales strategy underscore the critical role of SDRs and the transformative power of AI in modern sales operations.Resources and LinksGabe LulloLinkedInAlleyoopMadeleine MacRaeWebsiteLinkedInInstagram

In this episode of Scaling the Gap, host Madeleine MacRae sits down with Mary Kennedy Thompson, CEO of Business Network International (BNI) and a former Marine Corps officer, to explore the values-driven leadership that fuels business success.Mary shares her journey through personal and professional challenges, from navigating the loss of a mentor to leading her organization through the uncertainty of the COVID-19 pandemic. She discusses the crucial difference between being brave—seizing opportunities in tough times—and being bold—leading others through transformational change.With deep insights from her time in the Marine Corps, Mary reveals how discipline, integrity, and resilience have shaped her leadership philosophy. She also highlights the power of networking, the role of generosity in business, and how to create a legacy that aligns with core values.Whether you're a leader navigating uncertainty or an entrepreneur striving for impact, this episode is packed with wisdom, inspiration, and actionable strategies to help you lead with confidence, build meaningful connections, and drive success.Key TakeawaysHow grounding decisions in core values leads to stronger organizationsHandling challenges and change as a team leader during personal losses or global events like the COVID-19 pandemicWhy networking is seen as a vital business skill that fosters growth.The importance of being mindful about the legacy you create and ensuring it aligns with your valuesHow to balance established traditions with innovative practices for organizational growth and resilienceHow the discipline and values from military influence emphasize integrity, responsibility, and centering oneself under stressThe principle of “Givers Gain,” or the belief that starting with generosity often leads to receiving benefits in returnThe role of forming human connections in achieving business successThe importance of having fun and finding joy in the process, which enhances resilience and team moraleIn This Episode:00:00 - Introduction to Mary Kennedy Thompson, CEO of BNI01:35 - Understanding BNI: The World's Largest Business Referral Network03:40 - The Importance of Values in Leadership10:16 - Lessons from the Marine Corps14:48 - Overcoming Personal and Professional Challenges16:57 - Navigating the Challenges of COVID-1918:09 - The Importance of Bold Leadership18:22 - Thriving Through Adversity20:45 - The Role of Networking in Business21:41 - Leadership Responsibilities and Vision23:53 - The Relationship Economy29:09 - Defining Success and Significance32:35 - Final Thoughts and ReflectionsNotable Quotes[00:04:27] " What makes an organization really strong is diversity: diversity of thought, diversity of experience, diversity across the board.  And we bring this diverse group together that all say, yes, we agree to this set of values, how we're going to do things makes a difference." — Madeleine MacRae[00:06:48] " Your personality is what you show everybody, but your character is what you do when no one's watching." — Mary Kennedy Thompson[00:08:02] " You make a living by what you get, but you make a life by what you give." — Mary Kennedy Thompson[00:09:49] " I don't judge leaders by how the organization works when they're standing right there. I judge them by how it works when they're not there." — Mary Kennedy Thompson[00:20:23] " Confidence is a byproduct that most people wait for, but you don't get it without courage." — Madeleine MacRae[00:21:52] “ The root of the word inspire means to breathe life into,  but we are here to bring life into one another as a leader.  I'm here to breathe life into the team and serve them, help them be the best version of themselves.” — Mary Kennedy Thompson[00:28:28] “ You have to say no to the good so you can embrace the great. And when you're already doing the great things, you have to start to say no to the great so you can say yes to the excellent.” — Madeleine MacRaeOur GuestMary Kennedy Thompson is a highly accomplished and inspirational leader, currently serving as the CEO of BNI (Business Network International), the world's largest business referral networking organization. With an impressive track record in leadership roles, Mary has a unique background that spans military service as a Marine Corps officer, significant contributions in the 30 years in franchising, supporting business owners and entrepreneurs of all sizes, significant experience in global expansion & development, integrations, and a deep commitment to compassionate, effective & values-driven leadership. Resources and LinksMary Kennedy ThompsonLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

What if the key to standing out in a crowded market wasn’t just about what you sell, but the stories you tell?In this episode of Scaling the Gap, host Madeleine MacRae sits down with Rich Harshaw, owner of Level 10 Contractor, to explore leadership, marketing strategies for contractors, and the transformative power of storytelling. Rich delves into the evolution of his company, highlighting the importance of standing out in a competitive market. Rich also shares his personal journey, including lessons learned from business challenges and the invaluable role of mentorship, offering actionable insights for contractors looking to elevate their marketing and build lasting client relationships.Rich introduces his philosophy, "It's always something; it's never nothing," underscoring the inevitability of life's challenges and the importance of resilience in overcoming them. The conversation explores the distinction between pain and suffering, with Rich advocating for gratitude and perspective as tools to navigate life's ups and downs. This episode leaves you with a reminder to appreciate what you have and embrace challenges as opportunities for growth. Let’s dive in!Key TakeawaysThe role of introspection and leadership growth in driving business success.Tailored strategies for contractors in the home services industry to stand out.How authentic, relatable stories can transform marketing efforts.The importance of differentiation in a crowded market.Insights into navigating obstacles faced by smaller contractors.How personal experiences shape professional journeys.The value of mentorship and building industry relationships.Evaluating marketing materials for uniqueness and authenticity.Using relatable messaging to establish credibility with clients.Viewing challenges as opportunities for growth and learning.Understanding success as a subjective, perspective-driven concept.The importance of bouncing back from setbacks.Recognizing that while pain is inevitable, suffering is optional.Cultivating a mindset of appreciation for current circumstances.In This Episode:[00:00:00] Rich Harshaw's background[00:01:45] The meaning of Level 10[00:04:45] The Happy Money Promise[00:07:24] The importance of identity in marketing[00:08:30] Storytelling vs. platitudes[00:09:22] Using quality materials in marketing[00:11:51] The 'So What?' game[00:15:04] Connecting with customers through relatable stories[00:17:56] Rich's journey into marketing[00:25:01] Lessons from business failure[00:29:55] Success and personal definition[00:30:07] Facing challenges and appreciating what you have[00:37:03] Closing thoughtsNotable Quotes[00:05:38] "We had a customer install an HVAC system for $17,000, and the client felt overcharged. So, we refunded all their money, and they kept the system. That’s one way to fix a problem." — Rich Harshaw[00:12:23] "When someone acts like the table stakes of business are their calling card, it gets me going. We show up on time? Oh, goody. You have to be competent at an extreme minimum to earn and maintain your business." — Madeleine MacRae[00:14:42] "If we’re even one single minute late, you don’t pay. There’s no fine print, no hoops to jump through. It’s just free." — Rich Harshaw[00:22:24] "Having been a cash millionaire, I was in debt $3 million. That was my business exploding like the Hindenburg." — Rich Harshaw[00:25:28] "The fear of failure completely goes away once you've failed. It allows you to take more risk, controlled risk, of course." — Rich Harshaw[00:27:06] "I was in a pretty low moment, and I saw a sticker that said, 'But did you die?' I burst into laughter because it reminded me that even if you stumble, you’re still alive." — Madeleine MacRaeOur GuestRich Harshaw is a seasoned entrepreneur, business strategist, and the founder of Level 10 Contractor, a company dedicated to helping contracting businesses achieve exponential growth and operational excellence. With over two decades of experience in the construction industry, Rich has established himself as a leading authority in business development, marketing, and strategic planning for contractors.Rich's journey began with his own contracting business, where he honed his skills and developed a deep understanding of the challenges faced by contractors. Leveraging this hands-on experience, he transitioned into consulting, where he has helped countless contracting businesses streamline their operations, increase profitability, and scale effectively.At Level 10 Contractor, Rich and his team provide a comprehensive suite of services, including business coaching, marketing strategies, and operational consulting, all tailored to the unique needs of contracting businesses. Rich is also a sought-after speaker and author, sharing his insights and expertise through various platforms to empower contractors to reach their full potential.Resources and LinksScaling the GapPodcastRich HarshawWebsiteLinkedInPodcastMadeleine MacRaeWebsiteLinkedInInstagramMentioned Episode on The Level 10 Contractor Daily Podcast: 1902: Getting Serious About Scaling Your Business (Madeleine MacRae)

What really makes a leader stand out? Is it just about boosting profits, or is it about something bigger—like inspiring a team, navigating challenges, and leaving a lasting impact?In this episode of Scaling the Gap, host Madeleine MacRae sits down with Agata Olivieri of Maple Drapery and Carpet to unpack the real essence of leadership. They dive into the ups and downs of running a multi-generational family business, the emotional side of working with loved ones, and the power of self-awareness in decision-making. Agata shares how she and her brother took over the family legacy, why focusing on core strengths (and saying “no” to distractions) is crucial, and how continuous learning fuels long-term success.If you’re a leader—or aspiring to be one—this conversation is packed with insights on building a strong, accountable team, planning for the future, and redefining success beyond just the numbers. Tune in and get ready to take your leadership to the next level!Key TakeawaysLeadership and its significance in business growthChallenges of multi-generational transitions in family businessesImportance of introspection and self-awareness for leadersStrategies for building a strong and accountable teamDefining success beyond financial metricsEmotional dynamics and family relationships in businessThe role of professional development and continuous learningFocus on core competencies and the importance of saying "no" to distractionsPlanning for the future and creating a sustainable legacyThe impact of leadership on employees and the communityIn This Episode[00:00] Introduction to Agata[03:20] Challenges of multi-generational business[05:29] Building a strong team[06:13] Wealth management insights[08:00] Importance of specialization[09:15] The value of time[10:30] Exit strategies for business[14:43] The money test concept[17:27] Building a path of education and accountability[17:55] The necessity of the right team[20:06] Accountability as an empowering tool[21:01] The heartbreak of closing doors[22:28] Defining personal success[25:33] Success formula breakdown[27:56] Broader definitions of successNotable Quotes[04:23] "When certain family members moved on, like my sister or my nephew, it felt a little bit painful because that was our trust factor." — Agata Olivieri[05:29] "Growing up, my parents were immigrants and they worked really hard to get what they got. They had nothing, like a second-hand couch was a big deal at the time." — Agata Olivieri[10:30] "If you don’t put an exit plan in place, what happens is that when your time is done, then your business’s time will be done because you didn’t prepare for that transition." — Madeleine MacRae[22:28] "I know I consider myself to be successful, and it probably took me a long time to realize that. I started to realize it when I was finally comfortable with accepting or taking a compliment." — Agata Olivieri[21:01] "For me, it's a little tiny bit heartbreaking when someone has worked so hard and then just closes the doors because just a little extra work, a little extra investment, could make such a difference." — Madeleine MacRae[23:45] "I am happy that I'm able to change lives within the business and outside the business with the work we do." — Agata OlivieriOur GuestAgata Olivieri is the co-owner of Maple Drapery & Carpet, a second-generation family business in Ontario specializing in high-quality window treatments and flooring solutions. With a deep-rooted passion for interior design and a commitment to excellence, Agata has been instrumental in upholding the company's legacy of transforming residential and commercial spaces since 1988. She emphasizes the importance of introspection, continuous learning, and focusing on core competencies to ensure long-term success. Under her leadership, Maple Drapery & Carpet continues to thrive, offering personalized design consultations and a curated selection of premium products to clients across Ontario.Resources and LinksAgata OlivieriWebsiteLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

How often do businesses pour countless hours, resources, and energy into their marketing campaigns, only to feel like they’re speaking to an empty room? Picture this: you’re addressing a crowd of 10,000 people, but none of them are your ideal buyers. All that time and effort are wasted because your message isn’t reaching the right audience. It’s frustrating, right?In this episode of Scaling the Gap, Madeleine MacRae sits down with marketing expert James Hipkin to discuss the game-changing power of marketing strategy. They explore why so many businesses misdiagnose their challenges as lead generation issues when, in reality, the problem lies in a lack of strategic focus. James offers valuable insights, emphasizing the importance of truly understanding customer needs and mapping out their buyer’s journey. The episode makes one thing clear: focusing on customer outcomes—rather than just features or products—is the key to standing out in today’s noisy market. Are you ready to stop marketing to an empty room and start connecting with the right audience? Tune in and learn how a well-defined strategy can transform your business.Take action today: Listen to the full episode and start crafting a marketing strategy that reaches the right people and drives real results. Your ideal customers are waiting!Key TakeawaysImportance of marketing strategy over mere mechanicsUnderstanding customer needs and the buyer's journeyMisdiagnosis of marketing challenges as lead generation issuesCreation of customer avatars and journey maps using AIFocus on outcomes rather than features in marketingSelling transformations instead of just productsBuilding trust through genuine relationships in businessThe overwhelming volume of marketing messages consumers faceHumanizing marketing efforts to connect with customersLeveraging technology for effective marketing insights and strategiesIn This Episode:[00:01:03] Introduction to James Hipkin[00:04:55] The importance of the buyer's journey[00:05:18] Branding vs. marketing strategy[00:08:07] The gray noise of marketing[00:10:13] The necessity of a marketing strategy[00:11:08] AI in marketing strategy development[00:14:57] Humanizing the marketing process[00:17:54] The importance of contextualizing marketing[00:18:14] The story of FedEx[00:19:58] Understanding customer needs[00:21:24] Selling transformation, not products[00:24:12] James’ definition of success[00:27:17] Conclusion and resourcesNotable Quotes[00:07:20] "We spend so much time, effort, and energy just marketing to an empty room. Even if the room is crowded with 10,000 people, if not one of them is your ideal buyer, it's essentially empty for you." — Madeleine MacRae[00:10:55] "You don't have to compete with the masses and the mass marketers. In your local market, you just need to be 10% better than everyone else, and strategy will give you that 10% and more." — James Hipkin[00:14:33] "So often, marketing feels really sterile. When I put on my marketing hat, my language becomes so stiff, and I'm like, who is this woman? This is definitely not the Madeleine that shows up on stage or in a conversation." — Madeleine MacRae[00:18:58] "They went after those executive assistants who knew they were going to get yelled at by their boss if the package didn’t get from Chicago to New York overnight." — James Hipkin[00:21:06] "You’re really buying access to the destination. You just want to be there, right?" — Madeleine MacRae[00:24:18] "Success for me is not a tangible thing. I feel I’ve achieved success when I have the respect of my peers." — James HipkinOur GuestJames Hipkin is the founder of Inn8ly, a company dedicated to helping six-figure business owners grow to seven figures by offering professionally designed, secure, and customer-centric websites. With over a decade of experience in web design, James uses his expertise to simplify complex website management for small businesses. Inn8ly’s services are backed by Red8 Interactive’s 10+ years of corporate experience, ensuring efficient website builds, secure hosting, and customer-focused strategies. James is passionate about demystifying digital marketing and helping businesses thrive online.Resources and LinksJames HipkinWebsiteLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

Running a family-owned business is no small feat, right? How do you keep the balance between family dynamics and professional growth? What happens when an economic downturn hits—do you fight or fold? In a competitive market, is it better to sacrifice quality for price, or is holding onto your values the real secret to success? And when it comes to your employees, how do you create a workplace where they feel valued, heard, and invested in?In this episode of Scaling the Gap, host Madeleine MacRae interviews Vanessa Yates, co-owner and designer of Draped in Style, a family business specializing in window treatments and fabric products. Vanessa shares her entrepreneurial journey, starting the business with her mother, and the challenges they faced, including the 2008 housing market crash. They discuss the importance of maintaining quality over competing on price and fostering a supportive company culture. Vanessa emphasizes creating an equitable workplace and the significance of valuing employees, which has led to a loyal and dedicated team. Want to learn how to lead your family business with heart and strategy? Don’t miss this conversation!Key TakeawaysVanessa Yates' entrepreneurial journey and the founding of Draped in StyleThe dynamics and challenges of running a family-owned businessThe impact of economic downturns on small businesses, particularly during the 2008 housing market crashThe importance of maintaining quality and value over competing on price in a competitive marketThe significance of cultivating a strong company culture and employee engagementThe difference between equality and equity in the workplace and its implications for team dynamicsThe disconnect between corporate environments and small businesses regarding customer connection and financial understandingStrategies for creating a supportive work environment that values employee input and well-beingThe broader definition of success beyond financial metrics, focusing on positive impacts on employees and communitiesThe role of identity in defining personal and professional successIn This Episode[00:00:57] Vanessa's background[00:10:14] Building company culture and employee engagement[00:15:00] Creating a supportive work environment[00:17:51] Equality vs. equity in the workplace[00:19:38] The benefits of small business flexibility[00:21:07] Adapting big business strategies to small business[00:24:08] Measuring success beyond financials[00:26:01] Identity and financial success[00:27:57] Vanessa's definition of successNotable Quotes[00:05:04] "To really take a step back sometimes and look at where we've come now, you know, to have two full-time installers, to have ten people in the office, the growth of that is what's really driving me these days." — Vanessa Yates[00:11:13] "One of the biggest compliments I feel like I've gotten as a boss is that, 'Vanessa, I feel very heard with you. I feel very seen with you. I feel like I'm valued and my opinion matters.'" — Vanessa Yates[00:23:58] "The fact that 12 people can make a good living, enjoy what they do, and go home to be better moms, better wives, better husbands, dads, friends, brothers—all the things—that is success because then you've affected not 12 lives, you've affected hundreds." — Vanessa Yates[00:24:08] "I love it so much. I've been asking people now for a whole year, 'Do you consider yourself to be successful?' and time after time, there's almost no mention of money." — Madeline McRae[00:27:57] "I feel in everything that we've built as a team and who our team is, I just... put my team against anybody in town and we're going to win every time." — Vanessa YatesOur GuestVanessa Yates is the Lead Designer at Draped in Style, where she specializes in helping homeowners create personalized, stylish window treatments that enhance the look and feel of any room. Known for her enthusiasm and expert design knowledge, Vanessa makes every consultation both fun and informative. With years of experience, she has helped hundreds of clients achieve the perfect window treatments, always prioritizing quality and customer satisfaction.Resources and LinksVanessa YatesWebsiteLinkedInMadeleine MacRaeWebsiteLinkedInInstagram

In this inspiring podcast episode, James Crossway, owner of Premier Blinds and Designs, shares his entrepreneurial journey and passion for exceptional customer service. From his beginnings in the blinds business to his focus on leadership and mentorship, James outlines how his people-first approach drives his company’s success and growth. Premier Blinds and Designs

Tammy McNaught, CEO and President of BanCal Properties, shares her journey as a property management entrepreneur with over 17 years of experience in the competitive San Francisco Bay Area real estate market. Tammy discusses her holistic approach to property management, emphasizing strategic investment over routine operations, and her commitment to mentoring women in the male-dominated real estate industry. BanCal Properties

In this episode of Scaling the Gap, host Madeleine MacRae talks with business strategist James Hutchings, who shares his decade-long journey in the business world and his insights into building sustainable growth. With a wealth of experience, James explores the critical areas that entrepreneurs should focus on to maintain longevity and success, including adaptable leadership, data-driven decision-making, and cultivating resilience in team dynamics. James Hutchings FB. James Hutchings IG

Join us as we explore Tim's journey from a young tech enthusiast to a business development expert at Paradigm Bendo. Discover how his innovations, including the Ven platform, are revolutionizing the home improvement sales experience by meeting modern consumer expectations and driving industry growth. myparadigm

Join Madeleine MacRae on Scaling the Gap as she hosts Chris and Tyler from "Make Taxes Fair" for a deep dive into tax strategies tailored for entrepreneurs. Chris and Tyler blend humor with expertise to make complex tax topics accessible. They cover everything from proactive tax planning to overcoming common pitfalls, offering real-life solutions that keep your hard-earned dollars in your business. Grab a pen—this episode is packed with tips you’ll want to remember! Make Taxes Fair

In this inspiring episode of Scaling the Gap, we dive into the world of brand strategy and community building with Michelle Charpentier, founder of Charp Consulting. With years of experience in helping women-owned businesses and mompreneurs find their voice, Michelle shares her journey and insights into leveraging community connections, overcoming life’s setbacks, and redefining what success truly means. Tune in to learn how she balances her business and personal life while empowering others to reach their full potential. Charp Consulting.

In this episode of Scaling the Gap, host Madeleine MacRae sits down with leadership coach Ryan Englin to uncover the secrets to building exceptional teams and fostering a winning workplace culture. Ryan, a specialist in team dynamics and culture-driven hiring, shares valuable insights for leaders who want to empower their teams and create an environment where people feel valued and inspired. Tune in to learn how to bridge the gap between growth goals and sustainable success by transforming your team’s culture! @RyanEnglin