T.U.T — The Unwritten Teachings

In this episode, I sat down with Ness Sándoval, a Professor of Demography and Sociology at Saint Louis University and one of the leading voices sounding the alarm on population decline. Ness walks through his personal journey from growing up in a small, segregated town in Nebraska to becoming deeply focused on demographic trends and spatial inequality. His early exposure to contrasting environments and access to education shaped his perspective on opportunity, migration, and long-term societal shifts.We dive into the reality that population growth as we’ve known it is ending, driven by declining birth rates, aging populations, and reduced migration. Ness explains how this shift will fundamentally impact housing, economies, and entire regions—especially cities like St. Louis. He outlines why migration is now the only path to growth, why young people are the key to survival, and why many regions are unprepared for what’s coming. The conversation highlights both the risks of inaction and the narrow window of opportunity cities still have to adapt before long-term decline becomes irreversible.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠⁠ LinkedIn: ⁠⁠https://www.linkedin.com/in/rajtut/⁠⁠ Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠⁠https://www.tiktok.com/@itsrajtutConnect with the GuestLinkedIn: https://www.linkedin.com/in/ness-s%C3%A1ndoval-a42ba938/Email: [email protected]:00:00 Demographic collapse warning 01:07 Guest introduction and background 03:00 Early exposure to inequality and education 04:20 Transition from pre-med to demography 07:00 Discovering demographic trends and data 08:50 Global examples: Japan, Russia, Middle East 11:00 The Great Recession as a demographic shock 12:30 Why population decline matters economically 14:00 Housing demand collapse and empty towns 16:00 Migration as the only growth solution 19:00 Why St. Louis is losing population 22:00 Attracting young people and “stickiness” 24:00 COVID’s impact on births and deaths 26:00 Pittsburgh as a case study 28:00 Housing shortages and policy resistance 30:00 Immigration and growth in suburbs 34:00 Schools driving family migration decisions 37:00 Best vs worst-case future scenarios 42:00 Aging population and economic strain 46:00 School closures and declining youth population 49:00 Midwest’s future opportunity for growth 52:00 Why St. Louis fails at storytelling 55:00 Tracking migration with IRS and cell data 01:01:40 Where to follow Ness and closing thoughtsThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, I sat down with Laurie Schultz, Principal & Co-Founder at Avenue, Viva Bene to discuss how aging demographics are reshaping real estate and why traditional senior living is due for a major transformation. Laurie shared her journey from growing up in St. Louis to building a career across apartments, healthcare real estate, and senior housing. She has helped develop more than $1.5 billion of projects and now focuses on solving one of the biggest unmet needs in housing. We also talked about how entrepreneurship often starts long before people realize it.Laurie explained why many older adults do not identify with the traditional senior living model and how that gap created the opportunity for active adult communities. We broke down Avenue’s Viva Bene concept, which combines age-restricted housing, social connection, and preventive healthcare services. She also shared how AI is changing development, why construction labor remains a challenge, and how housing could eventually become part of healthcare reimbursement models. This conversation is a masterclass in spotting demographic trends early and building around real human needs.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠⁠LinkedIn: ⁠⁠https://www.linkedin.com/in/rajtut/⁠⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠⁠https://www.tiktok.com/@itsrajtutConnect with the GuestLinkedIn: Laurie Schultz, CCIMWebsite: Avenue DevelopmentCompany Updates: Avenue LinkedInTimestamps for Key Segments00:00 Why traditional senior living is changing01:14 Introducing Laurie Schultz and Avenue01:56 Growing up in St. Louis and first career steps04:19 How entrepreneurship developed early06:33 Entering healthcare and senior housing real estate09:10 Aging in place vs moving to senior living10:07 Building Avenue through medical office projects14:31 Expanding into development, construction, and investment19:20 How AI is changing real estate development21:54 Why Viva Bene was created25:21 Why St. Louis became the first pilot market32:19 Early leasing success and expansion plans37:23 Challenges facing senior living today39:35 Designing active adult communities differently44:21 Laurie’s day-to-day and long-term missionThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, I sat down with Sharnie Grewal, Functional Wellness Coach focused on helping women over 30 optimize their health through a root-cause, functional approach. Sharnie shares her journey from growing up in London to becoming a physical therapist and eventually transitioning into entrepreneurship after experiencing her own health struggles. What stood out to me is how her personal frustration with low energy and being told “this is normal” pushed her to challenge conventional thinking and build something that actually helps people feel better.We dive deep into functional medicine, the importance of addressing root causes instead of symptoms, and the biggest health mistakes people make—especially around sleep, movement, and food habits. Sharnie also breaks down how identity, mindset, and daily choices shape long-term health outcomes. Beyond health, we talk about the realities of starting a business, overcoming money beliefs, and building a life that aligns with both family and purpose. This episode is a powerful reminder that your health—and your life—can change dramatically when you take ownership of it.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠⁠LinkedIn: ⁠⁠https://www.linkedin.com/in/rajtut/⁠⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠⁠https://www.tiktok.com/@itsrajtutConnect with our Guest:Website: www.sharniegrewal.comContact email: [email protected]: https://www.linkedin.com/in/sharniegrewal/Instagram: https://www.instagram.com/sharniegrewal/Timestamps for Key Segments00:00 Overcoming exhaustion and “normal” burnout 01:17 Introduction to Sharnie’s business and niche 02:05 What her health coaching business does 02:52 Growing up in London and early interests 03:53 Path into physical therapy 06:44 Personal health struggles as turning point 08:00 Discovering functional medicine 10:30 What functional medicine actually is 13:07 Leaving traditional healthcare limitations 15:20 Starting a business with no experience 17:20 Building a wellness community online 20:27 How her coaching process works 23:15 Biggest health mistakes (sleep, food, movement) 30:47 Gut health and nutrition fundamentals 34:28 Money mindset challenges in entrepreneurship 39:30 Rapid fire health insights and habits 42:04 Daily routines and non-negotiables 46:14 Final message: your body can healThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, I sit down with Steve Smith, co-founder of Lawrence Group and founder of New + Found. Steve started Lawrence Group in 1983 in the attic of his home with just a few hundred dollars and a vision of building what he once called the “super firm” — a company that designs, builds, develops, and owns real estate. Over four decades, that vision has grown into a vertically integrated organization operating across architecture, development, construction, and hospitality.We talk about the mindset behind transformative real estate, including how Steve nearly went bankrupt on his first development, why he believes developers should lead change instead of chasing trends, and how the idea for City Foundry STL was born during a visit to Krog Street Market. We also break down the financing behind one of the most complex real estate deals in the country, how historic tax credits helped unlock massive redevelopment, and why investing in downtown St. Louis remains a mission larger than profit.Connect with our guest:Twitter: ⁠twitter.com/ItsRajTut⁠⁠LinkedIn: ⁠⁠https://www.linkedin.com/in/rajtut/⁠⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠⁠https://www.tiktok.com/@itsrajtutConnect with our guestLinkedIn: https://www.linkedin.com/in/steve-smith-faiaLawrence Group: https://thelawrencegroup.comNew + Found: https://newandfound.com Timestamps for Key Segments00:00 The moment City Foundry was conceived02:15 Introducing Steve Smith and Lawrence Group04:19 Growing up in an entrepreneurial household05:07 Deciding to become an architect at age 1006:07 Starting Lawrence Group with $7,50009:01 The failed development that nearly ended everything13:00 Rebuilding the architecture firm and delaying development16:06 The motorcycle museum that sparked new development21:00 Learning historic tax credits and adaptive reuse24:34 Creating markets instead of following comps27:54 Studying other cities to inspire developments29:27 The origin story of City Foundry STL35:04 Environmental cleanup and the brownfield strategy44:05 Financing one of the most complex deals in the country48:54 Measuring success beyond financial return52:16 Why Steve keeps investing in downtown St. Louis55:02 Staying calm during crises and downturnsThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, I sat down with Sonia Cajigal, an Allergy/Immunologist at St. Louis Family Allergy, to talk about her path from an accelerated medical program into allergy and immunology, and eventually into building her own private practice in St. Peters, Missouri. She has a strong clinical background, but what stood out to me was how intentionally she has built a more modern, flexible, patient-centered model of care. We talked about the difference between training to become a physician and learning, in real time, how to become a business owner. Sonia also shared how her own experience with allergies helped shape the way she thinks about patient care and innovation.We also went deep on what is changing inside allergy treatment today. Sonia explained oral and sublingual immunotherapy for food allergies, the difference between food allergies and intolerances, and why newer options like Quick-LI are creating a much faster path to relief for environmental allergy sufferers. Beyond the medicine, we discussed the business realities of private practice: choosing location strategy, managing overhead, handling insurance headaches, delegating operations, and deciding whether growth should mean getting bigger or becoming more specialized. One of the biggest themes from this conversation was that meaningful innovation often starts before the broader market fully accepts it.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠⁠LinkedIn: ⁠⁠https://www.linkedin.com/in/rajtut/⁠⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠⁠https://www.tiktok.com/@itsrajtutLinkedIn: https://www.linkedin.com/in/sonia-cajigal-a3476616bWebsite: https://saintlouisfamilyallergy.com/Practice Profile: https://www.mercy.net/doctor/sonia-rani-cajigal-md/St. Louis Family Allergy — private allergy, asthma, and immunology practice in St. Peters — https://saintlouisfamilyallergy.com/Timestamps00:00 Food allergies, myths, and why treatment has changed01:26 Sonia Cajigal’s medical background and accelerated training path05:53 The moment allergy and immunology clicked06:59 Why she chose to build her own private practice08:11 The first steps to launching a medical business10:12 Location strategy and why she opened in St. Peters13:33 New allergy therapies: oral and sublingual immunotherapy17:21 Success rates, patient comfort, and treatment goals19:28 Environmental allergies, allergy shots, and Quick-LI23:18 Equipment, technology, and evaluating new tools26:31 Private practice vs. hospital systems27:39 Why food allergies are rising34:09 Food allergy vs. intolerance: what parents get wrong38:15 What frustrates her most about the healthcare system43:49 The biggest surprises of business ownership and her advice for foundersThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/#Podcast#Business#Healthcare#AllergyTreatment#PrivatePractice#FoodAllergies#Immunotherapy#MedicalEntrepreneurshipConnect with the HostConnect with the GuestAssets Mentioned During The EpisodeTimestamps for Key Segments

Mark Turnbull, founder of Module Building Systems, shares the journey of building an offsite construction company in Saint Louis with a mission to deliver high-quality, attainable housing at scale. Originally from Hamilton, Ontario, Mark traces his entrepreneurial roots from early real estate investments to a pivotal realization inspired by IKEA’s flat-pack model and Henry Ford’s manufacturing systems. After facing financial setbacks, including being nearly broke while pursuing the vision, he ultimately relocated to Saint Louis, leveraging relationships, grants, and creative capital structures to launch the company locally. The episode explores how winning a major startup competition and securing public-private support positioned the business for long-term impact.The conversation breaks down what Module Building Systems actually produces today—fully finished panelized wall systems that reduce construction costs and timelines while maintaining design flexibility. Mark explains why unreliable trades and process inefficiencies, not just materials, are the true bottlenecks in traditional construction. The discussion also examines a pilot housing initiative in North Saint Louis, the distinction between “affordable” and “attainable” housing, and the long-term vision for neighborhood-level revitalization without displacement. The episode concludes with insights on founder resilience, capital strategy, immigration pathways for talent, and leadership principles centered on mission, culture, and building trust.Connect with the Host:Twitter: ⁠twitter.com/ItsRajTut⁠⁠LinkedIn: ⁠⁠https://www.linkedin.com/in/rajtut/⁠⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠⁠https://www.tiktok.com/@itsrajtutConnect with our Guest:Website: https://www.modulebuildingsystems.com/LinkedIn: https://www.linkedin.com/in/markwturnbullTimestamps: 00:00 Founder risk, grants, and being tested 01:30 Mark’s background and why Saint Louis 02:55 Early entrepreneurship and real estate snowball 04:06 The “IKEA + Henry Ford” construction insight 05:16 Going broke, rebuilding, and choosing the U.S. 06:25 First Saint Louis trip, North City, and mission clarity 08:37 How Arch Grants works and how he positioned to win 10:02 New Markets Tax Credits and relationship-driven capital 12:09 Bridge loan, state appropriation timing, and survival mode 13:27 ADHD, hyperfocus, and the entrepreneur’s mindset 16:39 What Module Building Systems builds (panelized “secret sauce”) 18:32 30% cost savings, 50% faster timelines, and who it’s for 20:37 City pilot: minimum 10 homes, factory opening, execution plan 26:55 Dropping out, recruiting experts, and building the team 30:08 Why modular startups fail: leverage, overbuild, wrong market 36:50 Defining “attainable” and quality standards for longevity 41:14 North Saint Louis realities, brick maintenance, and design tradeoffs 43:38 Community input, block-by-block progress, and equity (not displacement) 45:06 Canada vs U.S. entrepreneurship and the Saint Louis opportunity 48:08 Can housing innovate like autos—and what must change 51:22 Founder advice: perseverance, networking, and leading with “why” 01:03:42 E-2 visa strategy, hiring Canadians, and NIW pathway 01:06:55 The books and principles shaping Mark’s leadershipThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/#Leadership#Entrepreneurship#RealEstate#ModularConstruction#AttainableHousing#StLouisStartups#ConstructionInnovation

Rachel Wallis is a second-generation business leader, former CEO of Wallis Companies, and founder of The Sixth Level, a leadership and culture consultancy. During her tenure, Wallis Companies grew into a multibillion-dollar enterprise with fuel distribution, convenience retail, and car wash operations across the Midwest. Rachel is also the first woman to serve as President of the Missouri Convenience Store Association and is the co-author of The Sixth Level, a book focused on building thriving, human-centered organizational cultures. Her career spans hands-on operational leadership, large-scale acquisitions, board governance, and now executive coaching and consulting.In this episode, Rachel and Raj explore leadership through the lens of culture, people, and long-term sustainability. Rachel shares insights on mental health and leadership, emphasizing the importance of seeking coaching and support just as one would medical care. The conversation dives deep into the convenience store industry, including data-driven decision-making, branding strategies, and the evolution of gas stations into experiential destinations—highlighted by the growth of Wally’s. Rachel also walks through the strategy and relationship-driven execution behind Wallis Companies’ most successful acquisition, her decision to step away as CEO, and the personal clarity that followed. The latter half of the episode focuses on The Sixth Level framework, its four core principles, and why modern organizations must adapt to what Rachel calls the “human potential era.” The episode closes with reflections on intentional leadership, presence, and integrating work and life with purpose.Twitter: ⁠twitter.com/ItsRajTut⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutWebsite: https://www.sixthlevel.comLinkedIn: https://www.linkedin.com/in/rachel-wallis-andreassonBook: The Sixth Level00:00 Introduction and Rachel’s background01:51 Childhood and the origin story of Wallis Companies06:31 Growing up in the business and early lessons at home09:23 How the business scaled and the industry shifted over time12:28 Leadership principles: humility, people, and relationships15:06 Organic growth vs acquisitions and pivotal early deals20:01 Real estate strategy and fuel distribution explained23:54 Rachel’s path inside the company and becoming a leader29:48 How Rachel learned: MBA, peer groups, coaches, consultants32:56 Mental health, coaching, and why leaders should seek support34:11 Data, promotions, and “secret sauce” in convenience retail36:36 Convenience stores as destinations and the evolution of the experience37:12 Wally’s: concept, differentiation, and expansion plans42:02 The 2016 acquisition: strategy, relationships, and execution49:03 Stepping away as CEO and transitioning to a new chapter53:12 The Sixth Level: the book, culture flywheel, and core principles01:03:24 Generational engagement, hybrid work, and the future of leadership01:07:18 Closing lesson: intentional leadership and being present01:10:11 Where to find Rachel and learn more about The Sixth LevelThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/#Leadership #Entrepreneurship#FamilyBusiness#BusinessGrowth#CompanyCulture#ExecutiveLeadership#WomenInBusiness

Shaun Hayes returns for his second appearance to share hard-earned lessons from a career that spans entrepreneurship, banking, and executive leadership. He’s an author and speaker who has built and scaled businesses, evaluated thousands of business plans, and brings a pragmatic operator’s lens to what actually makes companies succeed or fail. This conversation frames his newest book, The Green Choice, as a “gut-check roadmap” for newly minted and aspiring entrepreneurs who want real-world perspective rather than motivational slogans.Across the episode, Shaun and Raj unpack the realities founders face when leaving “the mothership” of corporate structure: execution over planning, the infrastructure “step function” that forces constant reinvestment, and why cash flow (not just profitability) is the true survival metric in years 1–3. Shaun highlights common failure points—especially leases, poor financing structure, misunderstanding cash cycles, and underestimating the psychology of managing people. He also emphasizes the importance of mentorship, disciplined frugality early on, realistic expectations of team motivation, and the need to build a results-oriented culture. The conversation closes with actionable personal rules: do the tasks you avoid before 9 a.m., and do one uncomfortable thing every day.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with the GuestLinkedIn: https://www.linkedin.com/in/shaun-hayes-7a613813/Timestamps00;00;12 Why founders misjudge how badly others want to win05;27;52 Why most businesses fail because of leases09;07;13 How Shaun can read a business by its margins and rent ratios14;12;56 Why business plans collapse the moment reality hits18;10;05 The infrastructure “step” problem when scaling24;31;44 The hard truth: not everyone wants success like you do28;13;14 Why cash flow matters more than profit34;14;44 The mindset shift from hourly pay to long-term payoff43;09;49 Location traps and how bad real estate decisions kill growth59;17;55 Two rules for success: before 9 a.m. and daily discomfort#Entrepreneurship #SmallBusiness #BusinessStrategy #CashFlow #Leadership #Management #Scaling #Startups #Mentorship #Sales #PricingStrategy #RealEstateInvesting #Multifamily #PropertyManagement #Operations #FounderMindset #BusinessSystems #RiskManagement #BusinessFinance #LeasingThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Han Ko (Sacco Group) joins Raj Tut to share his journey from being born in South Korea, immigrating to Southern California, and ultimately building his career in the St. Louis region after studying engineering at Washington University. With a background in computer science, electrical engineering, and signal processing, Han climbed the corporate ladder in the telecom industry before taking the entrepreneurial leap to build and own software products himself. Over the years, he has become an active venture capitalist and advisor, involved in 80+ companies with collective valuations exceeding $1B, while also serving in regional economic development roles and supporting entrepreneurship through mentoring and speaking engagements. The conversation centers on Han’s core investing and leadership philosophy: taking other people’s capital creates a real moral responsibility, which is why he favors full transparency, clear risk disclosure, and investors who do proper diligence upfront. Han breaks down how he identified market needs early, made a high-risk decision to resign to protect IP ownership, and learned that building a product is only half the battle—distribution, validation, and relationships are critical to closing enterprise deals. He also explains how he “accidentally” became a venture capitalist by helping friends through funding gaps, then intentionally built his finance skillset to operate professionally. The episode closes with a practical operating principle that shows up in every chapter of his story: learn aggressively from mistakes, put in your best effort with the information you have, and build a life you can look back on without regret.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with Han KoLinkedin: https://www.linkedin.com/in/han-ko-3b8814185/Timestamps for Key Segments00:00 Investor philosophy: responsibility, transparency, and disclosure01:04 Storyboard Living sponsor message01:35 Guest introduction and credentials overview02:41 Han’s background: Korea to California to St. Louis via WashU05:05 Early career: telecom engineering and moving up the corporate ladder10:46 Selling enterprise software: production validation and due diligence lessons11:55 Networking as the unlock for landing the first license deal13:26 Choosing signal processing and “following the money” in grad school14:29 After the exit: travel, restlessness, and returning to build again15:57 Becoming an “accidental” VC by helping friends through funding gaps17:32 Dot-com bubble context: overheated investing and lack of diligence20:44 Building finance competence: learning valuation concepts like EBITDA21:14 Professional growth: learning from mistakes and doing your best29:13 Getting buyer attention: the “non-sexy” product problem30:34 Making buyers come to you: the billboard strategy story33:12 Helping portfolio companies: sharing mistakes and guiding decision-making34:52 Why he’s an active investor: founder fit, communication, and empathy39:02 Regional mission: bringing global companies to St. Louis for jobs and growth46:42 Project phasing: historic building redevelopment and innovation ecosystem47:34 Workforce gap: training center and trade pipeline focus51:20 Illinois-side coordination and regional partnership efforts53:06 Commercial real estate legacy: multi-generation background57:02 Hole-in-one advice: do your best and live without regretThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Ricky Shah is the Director of Kumon Chesterfield, a high-performing education franchise known for its strong enrollment and operational discipline. A former Kumon student who completed both the math and reading programs, Ricky’s story comes full circle as he eventually acquired and now leads the same center where he once studied and taught. His background spans teaching, nonprofit work, statewide political campaigns as a field organizer, and entrepreneurship through operating UPS Store franchises with his family before transitioning fully into the Kumon business.In this conversation with Raj Tut, Ricky breaks down what it takes to scale a people-driven business: redefining delegation as a strategic growth tool, identifying the “1–3 tasks only I can do,” and systematizing everything else through hiring, training, and clear accountability. The episode also explores family business dynamics, the challenge of separating work from home life, and lessons learned from leading through disruption—especially during the COVID transition and operational crises like severe weather. Key themes include building trust through consistent communication, training for real-world scenarios, maintaining standards through culture, and leading calmly when the team looks to you for direction.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠ ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtutKumon (National Website): https://www.kumon.com/ Email: [email protected] Phone: (636) 537-5522Timestamp:00:00 Delegation philosophy and focusing on tasks only the owner can do01:35 Introduction to Ricky Shah and Kumon Chesterfield02:19 Early journey as a Kumon student and love for math and learning04:17 Post-college path through nonprofits and burnout from red tape05:42 Transition into statewide political campaigns07:50 What campaign work actually looks like and the role of a field organizer09:32 Extreme work hours, pressure, and leadership lessons from politics12:42 Shift into entrepreneurship and family business roots15:06 Operating UPS Store franchises as a family-run business18:29 Pros and cons of working with family and taking work home20:46 How a Kumon center operates day-to-day22:37 Individualized learning, fluency metrics, and student progression25:32 Director influence vs standardized curriculum across Kumon centers27:44 Full-circle story of acquiring the same Kumon center he grew up in30:22 Taking over during COVID and adapting operations32:40 Leading through disruption and maintaining calm in crises34:22 Diagnosing learning gaps and adapting to post-COVID students36:13 Leadership presence and why the team looks to the leader in emergencies38:44 Hiring, training, and building accountability through systems40:38 Transitioning from instructor mindset to director mindset42:36 Working on the business instead of in the business45:56 Passion, trust, and long-term student success50:08 Deciding what to delegate and what to keep54:20 Why Ricky personally handles parent meetings and sales conversations55:56 “Hole in one” advice on delegation and scaling a businessThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/Connect with the Guest

In this episode, we sit down with Rob Zeitler, President and Co-Founder of FLEX Payment Solutions, a family-owned B2B fintech company specializing in payment processing for niche and highly regulated industries. With over 20 years in the electronic payments space, Rob has helped build FLEX into a direct-payment processor serving sectors like consumer lending, CBD/hemp, tribal and native-owned businesses, and emerging cannabis markets, while earning a spot on the Inc. 5000 list for multiple consecutive years.Rob walks Raj through his entrepreneurial journey—from funding legal settlements and building custom software without being a programmer, to exiting that first venture, joining his family’s lending business, and eventually launching FLEX to solve real-world payment pain points. He explains how FLEX built a moat around compliance and regulation in “high-risk” markets, why they’ve leaned into hyper-focused niches like tribal lending and cannabis, and how EOS-style systems have allowed him to stay in the visionary seat instead of doing everything himself. Along the way, Rob shares his philosophy on hiring people smarter than you, preparing the next generation of his family to join the business, the future of compliant cannabis payments, and his “hole in one” advice: don’t be afraid to ask for help, give without expecting something in return, and surround yourself with people who make you better.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠ ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with the GuestRob’s Linkedin: https://www.linkedin.com/in/rob-z-9524273/Company LinkedIn: https://www.linkedin.com/company/flex-payment-solutionsEmail: [email protected] Timestamps for Key Segments00:00 Opening & Introduction to Rob Zeitler05:10 Rob’s First Business and Early Entrepreneurial Lessons10:20 Transition to the Family Lending Business15:30 Discovering Payment Innovations & The Spark for FLEX20:40 Entering Regulated & Niche Markets (Lending, CBD, Hemp)25:50 Working With Native American Tribes 1:00 Technical Challenges, Compliance & Operating in High-Risk Industries36:10 Hiring the Right People & Learning Not to Do Everything41:20 Implementing EOS and Stepping Into the Visionary Role46:30 The Future of FLEX & Cannabis Payments51:40 Rob’s “Hole in One” Advice56:50 How to Connect With Rob & Episode ClosingThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Jason King is the Director of Real Estate and Impact Investing for Lewis and Clark Holdings, the Hillman family office, where he oversees investments across real estate, clean energy, affordable housing and tax-related strategies. Over his career, Jason has invested close to $1 billion across more than 4,000 multifamily units, student housing, industrial, and medical office properties. He shares how his path from rural Michigan to urban planning, affordable housing development in Chicago, and ultimately landing in St. Louis shaped his empathetic, community-focused approach to capital allocation.In this conversation, Jason and Raj dive into how family offices think about risk, partners, and long-term holds; why tax credits and clean energy are powerful but complex tools; and how Lewis and Clark evaluates deals across multifamily, industrial, senior housing and solar. Jason unpacks a case study in innovative skilled nursing (“cottage” model vs legacy facilities), explains why reputation and alignment with partners are non-negotiable, and talks candidly about the challenges and opportunities in St. Louis—transit, density, regional collaboration, and downtown perception. They also explore where development still pencils, which asset types look compelling over the next 10–20 years, and Jason’s “hole in one” advice: there’s no such thing as a good deal with a bad partner.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with our GuestLinkedIn: https://www.linkedin.com/in/jason-king-1239244/Timestamps for Key Segments00:00:00 How Jason approaches research, expertise, and networking when entering new asset classes00:01:03 Jason’s background: rural Michigan, urban planning, affordable housing, and career path before St. Louis00:07:05 Early real estate lessons: managing zoning hearings and navigating diverse stakeholder interests00:10:19 Jason’s perspective on St. Louis: strengths, challenges, and regional collaboration00:14:32 What Lewis & Clark Holdings is and how a family office operates00:16:09 Understanding tax credits, affordable housing finance, and the move into clean energy00:23:35 Real estate strategy: acquisitions vs development, long-term holds, partner selection, and risk00:27:17 Case study: the “cottage model” skilled nursing investment and how COVID validated it00:38:34 Asset classes for the next decade: multifamily, shallow-bay industrial, data centers, and solar00:56:29 Jason’s hole-in-one advice: there’s no such thing as a good deal with a bad partnerThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/LinkedIn profile:  https://www.linkedin.com/company/storyboard-living/

Amit Kothari is the founder & CEO of Tallyfy, an AI-driven startup focused on helping companies document, track, and continuously improve their processes. Born in Kenya, raised in London, and now calling St. Louis home, Amit’s path runs from flipping rare stamps to pay off university debt, to poetry, to a decade consulting on process improvement—before launching his current company. Grants first took him to Chile to MVP the idea, then to St. Louis, where he built a fully remote team serving customers worldwide.The conversation dives into Toyota-style continuous improvement applied to office work; why onboarding (employees and clients) is a high-leverage process; and how generative AI finally made “right product, right time” possible by auto-drafting SOPs and migrating PDFs into runnable workflows. Amit shares tactics for async, global teams; transparent, GDP-adjusted pricing; keeping moats via customer love, not just features; and a future where AI + robotics tackle physical tasks. His closing advice: skip the flashy fad—solve “unsexy,” real problems people actually feel every day.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with the Guesthttps://www.linkedin.com/in/amitkoth/Timestamps:00:00 Amit’s early insight: people struggle at work because they lack clear processes01:30 Introducing Amit and his company’s mission02:50 Personal background: Kenya → London → Computer Science03:55 Paying off university debt through rare stamp flipping05:40 Creative years in poetry, art, and exploration07:00 Startup origin: Chile grant → moving to St. Louis with Arch Grants10:40 The core problem: documenting vs actually improving processes14:15 Improving employee onboarding and why it affects culture and productivity25:10 How AI finally unlocked scalable SOP & workflow creation39:25 Running a global remote team & building culture asynchronously51:30 The future: AI + physical automation (robots)56:59 Final advice: Solve the “unsexy” real problems people ignoreThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Dr. Calvin Cajigal, a first-generation physician and partner at Pain Management Services in St. Louis, joins Raj Tut for a deep dive into the realities of modern healthcare. After earning his medical degree through UMKC’s competitive six-year program and completing his anesthesia and pain management training at the University of Iowa, Dr. Cajigal has built a career balancing clinical excellence with entrepreneurial insight. His story—from overcoming adversity as a minority student to becoming a respected pain management specialist—highlights resilience, mentorship, and the pursuit of meaningful, patient-centered care.In this episode, Calvin and Raj explore the business of medicine and what it takes to thrive as a physician today. They break down how declining reimbursements and rising overhead push doctors toward hospital employment, explain the RVU (Relative Value Unit) compensation model, and discuss how to deliver quality care amid financial constraints. Calvin also shares strategies for clinical efficiency, reflections on private equity in healthcare, and his philosophy on maintaining ethics and compassion in practice. The episode closes with his health and lifestyle advice—including sleep, fasting, cold plunges, and red-light therapy—underscoring his belief that good medicine starts with taking care of oneself.Connect with the Host Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with the Guest Dr. Calvin Cajigalhttps://www.getcare.ssmhealth.com/find-a-doctor/doctor-details/calvin-g-cajigal-md Timestamps for Key Segments00:00 – Why private practice is struggling and the real cost of running a clinic 02:10 – Dr. Calvin Cajigal’s background: growing up in St. Louis and early adversity 05:00 – Choosing medicine, UMKC’s 6-year program, and discovering anesthesiology 08:30 – Finding his calling in pain management and learning patient-centered care 12:20 – How RVUs and hospital pay systems actually work 16:10 – Private practice vs. hospital life: balancing profits and patient outcomes 20:30 – Building an efficient medical team and avoiding “lazy medicine” 25:10 – Private equity in healthcare and its impact on care quality 30:40 – What patients should look for in a good physician 35:40 – Dr. Cajigal’s “hole-in-one” advice: taking care of your health firstThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Brian Thies is the Vice President of National Commercial Services at ATA National Title Group, a large Midwest-based title agency that handles complex commercial and residential transactions across multiple states. With 22+ years in the industry, Brian has operated at every scale—from small agencies to national platforms—specializing in multi-state deals and construction disbursing.In this conversation, Brian gives a fast “Title 101,” clarifying how title insurance covers past problems (liens, taxes, judgments) rather than future risks, and why owners and lenders get separate policies. He walks through construction disbursing and fraud prevention (especially wire fraud), explains how scale and underwriter options matter on big projects, and shares where volume is moving (storage, restaurants, hotels) alongside a pragmatic view on interest rates and M&A-driven growth.Connect with the Host (use exactly)Twitter: ⁠twitter.com/ItsRajTut⁠ ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with the GuestLinkedIn (Brian Thies): https://www.linkedin.com/in/brian-thies-27332a4 LinkedIn Company: https://www.atatitle.com/ Atatitle Company LinkedIn: https://www.linkedin.com/company/ata-national-title-group LinkedInTimestamps for Key Segments00:00 Title 101—how title insurance differs from auto/life 02:10 Role & platform scope; national coverage and team 03:41 Brian’s path: KC → Mizzou → banking → title 07:15 The connector mindset and building deal flow 13:34 Scaling: small vs boutique vs large title shops 15:54 Owner’s vs lender’s policy; liens vs judgments 18:07 Construction disbursing explained with live examples 31:12 Rates, volume, sectors (storage, restaurants, hotels) 42:48 Fraud stories; wire-safety playbook and best practices 49:54 “Hole-in-one” advice: relationships compoundThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Mitchell “Mitch” Walsh is the Director of CRE Debt & Equity Originations at Gantry, with over nine years of experience in commercial real estate finance. Based in the St. Louis area, Mitch has underwritten and closed loans across multifamily, industrial, retail, and other asset classes and has been part of Gantry’s growth following its acquisition of Triad. He helps sponsors structure deals with life insurance companies, agency lenders (Fannie Mae, Freddie Mac), and CMBS providers, leveraging his deep market knowledge and relationships. LinkedInIn this episode, Mitch takes listeners through what lenders focus on when sizing loans — NOI, market vs. actual vacancy (with a “floor” vacancy assumption), and expense verification. He breaks down loan structure trade-offs: which lenders are best for which scenarios, how interest rate/spread environments affect proceeds, and what sponsors should expect in terms of DSCR, LTV, and prepayment terms. The conversation also touches on how Gantry’s scale and servicing insights give Mitch real-time visibility into expense benchmarks and underwriting norms. The takeaway: doing your underwriting homework, trusting your data, and ensuring you’re matching your goals (hold period, exit, refinancing) to the right lender product.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ Instagram: ⁠instagram.com/ItsRajTut TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with the GuestLinkedIn: https://www.linkedin.com/in/mitchellwalsh/ Gantry Website: https://www.gantryinc.comTimestamps for Key Segments00:00 Intro and loan sizing example ($10M deal, $7M loan)01:56 Mitch’s background and path into real estate finance07:12 Triad’s merger into Gantry and what it means for sponsors08:41 How lenders underwrite: NOI, vacancy, expenses, DSCR13:09 “Trust but verify” — protecting lender and sponsor reputation15:16 Matching loans to business plans and prepayment considerations20:12 Life-co vs. Fannie/Freddie vs. CMBS — pros and cons27:20 Servicing and real-world client support (insurance example)29:13 Deals closing in today’s market and rate environment insights38:33 Mentorship, career lessons, and Mitch’s “Just do it” adviceThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Michael Hamburg is the founder of Pier Property Group, a St. Louis–based developer behind 1,200+ Class-A units and ~$340M in projects since 2016–2018. Raised around real estate, he studied economics at Vanderbilt, cut his teeth in real estate finance and tax-credit investing, and then launched PPG to develop adaptive-reuse and ground-up communities across the St. Louis MSA. His work includes Midtown’s Steelcote Square district and the mixed-use “Edwin” anchored by Target, the first Target inside St. Louis city limits in two decades. In this episode, Michael explains why “location and demand drivers” sit above all else, why he pivoted from historic rehabs to scalable mid-rise, structured-parking builds, and how staying lean with repeat third-party partners reduces risk. He walks through his site underwriting process (programming, massing, costs, rents), shares the cold-call story that helped land Target in Midtown, and previews a pedestrian-connected, mixed-use plan in O’Fallon, IL tied to a 1.5M-visitor sports park. He also offers a 2025 reality check on rates, insurance, and flat rents—and closes with two timeless tips: be (politely) relentless, and pick up the phone.Connect with Raj:Twitter: ⁠twitter.com/ItsRajTut⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with Michael:Michael’s LinkedIn: https://www.linkedin.com/in/michael-hamburg-4b771525/ Website: https://www.pierpropertygroup.com/About PPG & Bio: https://www.pierpropertygroup.com/about Press (Target at The Edwin): https://www.slu.edu/news/2021/october/midtown-target-announcement.phpTimestamps:00:00 Defining Class-A and demand drivers01:29 Michael’s background and early career07:59 Launching Pier Property Group and early historic projects11:21 Pivot to ground-up development36:28 The Target in Midtown story41:21 Mixed-use project in O’Fallon, IL45:19 Navigating 2025 challenges (rates, tariffs, rents)51:12 Future of St. Louis development59:27 Closing advice: persistence and pick up the phoneThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

John Duckworth, co-founder and Managing Partner of True Title, shares his journey from running a fireworks stand as a teenager to building the largest locally owned title company in St. Louis. With over 20 years of experience, John has grown True Title to 17 branches across Missouri, Illinois, and Colorado while earning recognition for innovation and client-focused service. His entrepreneurial background, combined with hands-on real estate investing, shaped his unique perspective on risk management and customer experience in the title industry.In this episode, John discusses the critical role title companies play in real estate transactions, from issuing title insurance to acting as a trusted escrow agent. He highlights the growing threat of wire fraud, the importance of communication in client service, and why profit-sharing and local ownership are key to company culture and growth. John also breaks down construction disbursements, 1031 exchanges, and the impact of technology on scaling operations. Listeners will gain practical tips to protect their investments and insights into what truly differentiates a great title company.Connect with Raj TutTwitter: ⁠twitter.com/ItsRajTut LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ Instagram: ⁠instagram.com/ItsRajTut TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with the Guesthttps://www.linkedin.com/in/johnduckworth/https://truetitle.comTimestamps for Key Segments00:00 Real estate transactions and wire fraud risks02:12 Introduction to John Duckworth and True Title 03:17 John’s childhood and entrepreneurial family background 05:24 Running a fireworks stand through college 06:42 Early real estate investing and buying a trailer park 09:06 Entering the title industry and early lessons 11:56 Founding True Title after the Great Recession 13:50 Growing to 17 branches and scaling operations 14:08 What title agencies do: insurance and escrow explained 17:54 Differences in property law between states 19:09 Escrow as a neutral third party 20:24 Who engages a title company in transactions 21:30 Challenging commercial deals and title claims 23:48 Construction disbursements and protecting contractors 25:10 1031 exchanges and tax deferral strategies 28:24 Managing operations and KPIs across 17 offices 30:50 Building culture, core values, and profit sharing 34:16 Importance of local ownership vs. national firms 36:15 How technology enables growth and security 38:24 Tips to avoid fraud and protect clients 41:06 What happens when wire fraud occurs 43:41 Deepfake scams and financial crime risks 44:23 What to look for in title reports and exceptions 46:47 Easements, mineral rights, and water rights explained 49:02 What differentiates a good title company 51:05 Staffing structure across different offices 52:53 Future plans for True Title and expansion strategy 55:11 John’s greatest piece of adviceThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/Connect with the Host

Robert “Cujo” Teschner is a former U.S. Air Force fighter pilot and weapons school instructor, now founder and CEO of VMax Group, a leadership consultancy based in St. Louis. With an impressive career that includes leading missions over southern Iraq and training at the Air Force’s Top Gun school, Cujo brings decades of high-performance team leadership and strategic clarity into the corporate world. He is also the author of Debrief to Win, a book that translates the military debriefing culture into actionable frameworks for business leaders.In this episode, Cujo dives into the importance of clarity, expectations, and accountability in leadership. He explains how the military debriefing process can revolutionize business operations, emphasizing psychological safety, assumption of positive intent, and decentralized decision-making. From personal development and coaching to tough conversations and high-performing cultures, Cujo shares powerful stories, practical strategies, and mindset shifts to help leaders thrive in disruption and build cohesive, empowered teams.Connect with the HostTwitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with the GuestWebsite: https://www.vmaxgroupllc.comGet “Debrief to Win” Here:https://www.amazon.com/Debrief-Win-Americas-Accountable-Leadership/dp/1732929815/ref=sr_1_1?crid=1XXNWV6I2RFWX&dib=eyJ2IjoiMSJ9.SFBhFuF_rvxQTWc7qHk-gQ.p8Xjg38V5BZcTEwyivabyWbT7WFxFWUmZnPGJtSgjNY&dib_tag=se&keywords=debrief+cujo&qid=1752965651&s=books&sprefix=debrief+cujo%2Cstripbooks-intl-ship%2C112&sr=1-1Timestamps00:00 Cujo on expectations and failed communication in leadership 01:02 Introduction to Cujo and his military-to-business background 02:43 Cujo shares his family’s immigrant story and its influence 06:26 Why Cujo joined the Air Force and saw it as his family 07:22 Growing up overseas and its leadership impact 10:00 Leadership development in the Air Force 12:23 Military vs. business debriefing—same framework, same benefits 15:11 Why clarity of expectations is essential in debriefs 18:05 Empathy and delivery in setting expectations 20:13 How fighter pilots are trained to stay calm under pressure 22:06 Common leadership mistakes: assumptions and judgment 24:01 Personal development as a never-ending pursuit 26:27 Writing Debrief to Win and what makes it unique 28:27 Debunking myths of rigid military leadership 30:57 Empowerment through decentralized execution 32:37 Handling poor cultural fits through debriefs 34:31 Creating judgment-free debrief environments 35:10 Ritz-Carlton and Chick-fil-A stories of frontline empowerment 39:15 Cujo on storytelling and where he learned it 40:21 Heroic Public Speaking and communication coaching 42:45 Success story from a 6,500-person company 45:21 Cujo’s vision for VMax Group and global expansion 47:03 Top Gun Teamwork program breakdown 49:20 Clarifying what counts as a mission in business 51:28 Cujo’s “hole-in-one” advice: assume positive intent#LeadershipDevelopment#DebriefToWin#MilitaryLeadership#BusinessStrategy#HighPerformanceTeams#VMaxGroup#AccountabilityCulture#PsychologicalSafety#EmpoweredTeams#PersonalDevelopment#ExecutiveCoaching#RajTutPodcast#CujoTeschner#TeamworkMatters#StorytellingForLeadersThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Zach “Dr. Z” Schaefer, founder and CEO of Spark The Discussion, is a respected leadership coach, management consultant, certified Predictive Index® partner, and award‑winning speaker. A retired tenured professor, he also owns a stake in a sports bar chain, advising on culture, tech, and strategy. Zach has helped hundreds of companies, authored multiple books, and recently released The Missing Conversations: Navigating Awareness, Avoidance & Adversity at Work, a guide for fostering constructive dialogue to drive organizational impact .In this episode, Zach explores why leaders often dodge difficult conversations and how that avoidance hinders growth. They delve into contrasting strategic vs. operational mindsets, the power of trust and role clarity, and the use of behavioral tools like Predictive Index and Line‑of‑Sight to improve hiring and execution. Zach shares frameworks (like FIRM and trust ranking) and real-life insights from academia, restaurants, and executive coaching—all designed to empower founders and execs leaning into scaling through better communication and leadership.Connect with the HostTwitter: ⁠twitter.com/ItsRajTut LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ Instagram: ⁠instagram.com/ItsRajTut TikTok: ⁠https://www.tiktok.com/@itsrajtutWebsite: https://sparkthediscussion.com LinkedIn: https://www.linkedin.com/in/zschaefer/The Missing Conversations OUT NOW!https://www.amazon.com/Missing-Conversations-Navigating-Awareness-Avoidance/dp/1637631952Timestamps 00:00 Conversations we’re avoiding at work 02:18 From professor to entrepreneur 05:06 Scaling a sports bar through systems 08:18 Fantasy sports as differentiation 12:02 The core principles that leaders miss 16:01 Frameworks for executive leadership 21:08 Messaging strategy in uncertain times 23:58 Introducing The Missing Conversations 27:16 Defining roles and accountabilities 30:16 When founders step back from CEO 33:10 Intentional retention through data 35:35 Using Predictive Index assessments 37:10 Execution clarity via Line‑of‑Sight 39:08 Data‑driven hiring 43:14 Crafting a personal brand (orange theme) 46:26 Growth through high‑stakes listening 50:35 Zach’s quick trust‑ranking tool#LeadershipCoach#StrategicLeadership#CommunicationSkills#OrganizationalGrowth#TheMissingConversations#PredictiveIndex#LineOfSight#BusinessDialogue#FounderAdvice#ExecutiveCoaching#PodcastHighlightsThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/Connect with the Guest

Tom Kaiman is the founder of Mia Rose Holdings, a St. Louis-based real estate development firm with nearly $1B in assets under management and over 3,000 apartment units developed. Before becoming a prolific builder, Tom was a professional hockey player and earned a degree in civil engineering. His unique background in sports, construction, and entrepreneurship has shaped his mission: to build high-quality multifamily housing at a lower cost basis while prioritizing team alignment and community impact.In this episode, Tom shares his full-circle journey from skating rinks to development sites, highlighting his investment philosophy, construction-first strategy, and passion for long-term wealth creation. He breaks down how Mia Rose self-funds pre-development, structures deals with recourse loans, and aligns team incentives by making every partner an owner. He also discusses the challenges of real estate timing, the power of reading, and why understanding money supply and inflation is critical for every investor. Whether you’re a developer, investor, or entrepreneur, this episode delivers tactical insights and hard-won wisdom.Connect with Raj:Twitter: ⁠twitter.com/ItsRajTut LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ Instagram: ⁠instagram.com/ItsRajTut TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with Tom:LinkedIn: https://www.linkedin.com/in/tom-kaiman-07ba9612/Timestamps:00:00 Why Mia Rose spends more on units than amenities01:13 Meet Tom Kaiman — From hockey to nearly $1B in AUM02:16 Childhood, family, and hockey career path04:21 Civil engineering and first job with Walton Construction05:10 How Rich Dad Poor Dad sparked an entrepreneurial drive06:48 Building the Maryville University Hockey Center08:46 Nonprofit structures and public-private partnerships10:26 A five-year project that changed his view on development15:02 Applying team-first thinking from hockey to real estate18:17 No employees — How Mia Rose built a partner-only firm20:39 Why success is addicting and retirement isn’t the goal26:12 The Mia Rose development formula: 4 deals a year31:03 Finding land and vetting city relationships33:13 Why 150–200 unit suburban walkups are the sweet spot34:29 Exit strategy and why affordability matters37:18 Spend in-unit, not on chandeliers39:00 Lessons from early deals and constant model evolution42:12 Pre-development risk and self-funding explained44:22 Why they subordinate development fees45:58 Friends and family raise — but family office is next47:16 What makes a deal work today (or not)49:40 Target returns: IRR, equity multiples, and risk50:40 How being a builder is their competitive edge53:02 Staying hands-on in construction pricing57:07 Direct sourcing and focus trade-offs59:38 Cutting markup chains without losing control01:00:00 Flywheel strategy: 4 builds a year, into perpetuity01:02:54 Hole-in-one advice: Read more, understand money01:07:00 The 41% money supply stat that shocked TomIf you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/#RealEstateDevelopment#MultifamilyRealEstate#ConstructionLeadership#StLouisDevelopment#PassiveIncomeStrategies#AffordableHousingMatters#EntrepreneurMindset#CommercialRealEstate#BuildToRent#TeamCulture#RealEstateInvesting#InflationHedge#FiatCurrency

Alex Erbs is the VP and co-owner of Storage Mall Group and Gateway Storage, a family-run business with over 60 years of experience in the self-storage industry. With more than 2 million square feet under management across 11 states and over 12,000 units, Alex has played a pivotal role in scaling operations across the Midwest and Northeast. He also serves as Vice President of the Missouri Self-Storage Association and sits on the board of the Illinois Self-Storage Association. His career began while still in college, supporting his uncle’s operations before launching a self-storage business with his father that quickly grew into a regional force.In this episode, Alex shares deep insights into self-storage investing, third-party management, and automation trends. He unpacks how remote management works in practice, why feasibility studies are non-negotiable, and the biggest mistakes new investors make—like overpaying for facilities. The conversation covers acquisition strategy, the shift away from kiosks, the rise of dynamic pricing and smart tech, and the importance of local market saturation. Listeners will walk away with a practical understanding of how to succeed in self-storage, from setup to scaling.Connect with Raj:Twitter: twitter.com/ItsRajTut LinkedIn: https://www.linkedin.com/in/rajtut/ Instagram: instagram.com/ItsRajTut TikTok: https://www.tiktok.com/@itsrajtutConnect with Alex:Website: https://www.storagemall.com LinkedIn: https://www.linkedin.com/in/alex-erbs Email: [email protected]:00:00 Why “Build It and They Will Come” No Longer Works02:18 How Alex Got Started in Self-Storage with Family05:17 Finding Opportunity Where REITs Wouldn’t Go07:25 Launching Third-Party Management by Accident10:07 The Rise of Remote & Hybrid Management Models14:32 How Big Operators Use Management to Buy Later18:14 When to Use Remote vs On-Site Staffing28:34 The 4 Core Tech Upgrades Every Storage Site Needs39:30 Using AI and Dynamic Pricing to Maximize Revenue54:10 The Real Cost of Overpaying for a Storage FacilityThis podcast is brought to you by Storyboard LivingThis podcast is brought to you by Storyboard LivingIf you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/#SelfStorage #CommercialRealEstate #StorageInvesting #RealEstateStrategy #PassiveIncome #RemoteManagement #REITs #StorageBusiness #AutomationInRealEstate #MidwestInvesting #MultifamilyInvesting #FeasibilityStudy #SmartStorage #DynamicPricing

Tim Crowley is a St. Louis-based real estate investor and entrepreneur who built a decades-long career in triple net sale-leasebacks, conservative underwriting, and long-term investing. With no formal real estate background, Tim entered the industry after careers in manufacturing and oil & gas, eventually becoming a respected figure across 21 states. He’s also known for his role in golf course development, having helped build Gateway National, widely considered the best public golf course in the St. Louis region.In this episode, Tim shares the story of how he transitioned from commission sales into oil and gas and ultimately found his calling in real estate. He explains the mechanics behind triple net leasebacks, how to evaluate private credit risk, and why treating real estate as inventory changed the game. He opens up about failures, market shifts, and his conservative investment principles. Whether it’s raising a family, navigating recessions, or turning buildings into cash flow, Tim reveals timeless principles that guided his success.Connect with the HostTwitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with the Guesthttps://www.linkedin.com/in/timothy-crowley-10881015/Timestamps00:0001:50 Lessons from his mentor Stanley Grossman03:00 Growing up in a working-class immigrant family 05:45 Why oil and gas investing didn’t work out 08:19 Tim’s first real estate deal: a bank leaseback 10:44 Risk-taking and getting married without a deal closed 12:00 Early bank sale-leaseback transactions 13:05 Why he avoided value-add outside St. Louis 14:10 What is a triple net leaseback? 15:13 How they underwrote tenant credit 17:03 Real estate as paying inventory 18:24 Creating favorable loan terms with banks20:35 Operating through rising interest rates 22:50 Navigating bankruptcies and receiverships 25:16 The golden years: a 10-year run of opportunity 27:18 How they structured 101% financing 28:09 What counts as value-add in net lease deals 30:01 Lease terms that protect investors 31:27 Why he avoided inflated rent deals 33:10 Golf course investing and Gateway National 35:27 The downtown St. Louis real estate opportunity 37:03 Challenges facing St. Louis today 39:18 Safety then vs. now40:00 Building Gateway National Golf Links 42:43 Buying Stonewolf Golf Club44:51 Legacy, parenting, and moral grounding46:16 Why he chose to walk away from upside on Gateway 48:28 Why the fundamentals always mattered more than flash 49:30 Tim’s hole-in-one advice: “Do what you say you’re going to do”If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Cortney Mauldin is a seasoned FHA loan originator based out of St. Louis with a remarkable track record in commercial real estate finance. Over the past five years, he has originated $375 million in HUD-backed loans and has overseen more than $4 billion in loan volume throughout his career. Beginning his journey in 2003 as an entry-level FHA underwriter, Cortney rose through the ranks thanks to his analytical mindset and passion for real estate. He now plays a critical role in FHA multifamily lending, working on everything from market-rate apartments to senior housing projects nationwide.In this episode, Cortney unpacks the structure and strategy behind FHA and HUD loans, including the advantages of step-down prepayment models, streamlined refinancing options like 223(a)(7), and the nuanced role of underwriting vs origination. He offers clarity on how HUD compares to Fannie and Freddie in terms of cost, timing, and leverage, and shares timely insights into how rising interest rates are affecting deal valuations and debt proceeds. Cortney also discusses the importance of mentors, professional resilience, and finding personal joy outside of work — all while giving listeners a behind-the-scenes look at what it's like to manage complex real estate transactions.Connect with the Host Twitter: ⁠twitter.com/ItsRajTut LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ Instagram: ⁠instagram.com/ItsRajTut TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with the Guest LinkedIn:https://www.linkedin.com/in/cortney-mauldin-86703b6/ Company Website: https://berkadia.com/Timestamps 00:00 Introduction to Cortney and her FHA loan experience00:44 Cortney’s career background and transition into origination02:53 How she entered commercial real estate and her early real estate investments04:36 The underwriting-to-origination journey and differences in skillsets06:51 Art vs science in underwriting and origination08:13 HUD’s low default rate and how the insurance model works10:02 Comparing HUD, Fannie, and Freddie — process, timing, and leverage12:04 What limits HUD loans today and how interest rates impact them14:54 Step-down prepayment penalties and HUD refinancing options17:10 Loan mods vs 223(a)(7) streamlines explained18:50 Minimum deal size and when HUD makes financial sense21:13 Accessibility standards and post-closing repairs23:09 How Cortney evaluates deals and determines pricing25:38 The coming wave of maturities and why multifamily is more resilient than office27:40 How HUD plays a countercyclical role in the capital markets29:08 Appraisal strategy and how underwriters adjust value estimates31:06 Risk, compliance, and protecting underwriter credibility34:07 How Cortney manages complex workflows and borrowers’ expectations37:55 Why borrowers should consider FHA financing40:54 New HUD rule changes making it easier to refinance new construction42:19 Cortney’s advice on mentorship, long-term growth, and life balanceThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, we interview Jake Klamen, founder of Klamen Commercial Advisors and co-owner of My Ten Management. With deep family roots in St. Louis real estate, Jake has successfully completed over 48 commercial transactions valued at over $125 million since founding his brokerage in 2021. Beyond brokerage, Jake plays a key role in managing a large residential and commercial portfolio through his family-run management company.Throughout the conversation, Jake shares how focusing on revenue-generating activities, reputation, and relationship-building has been the backbone of his success. He dives into the resilience of neighborhood retail centers, strategies for positioning properties for sale, and insights into navigating the nuances of the St. Louis market. Key themes include the importance of working hard early in your career, maintaining client trust, and why focusing on daily activities rather than just results is critical in commercial real estate.Twitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with James:Website: klamencommercial.comEmail: [email protected]: (314) 680-9919LinkedIn: https://www.linkedin.com/in/jake-klamen-6916ab1a0/ Timestamps:00:00 00:54 Jake’s background and founding Klamen Commercial Advisors05:58 Family legacy: Three generations in real estate08:21 Core values that built a lasting real estate business11:36 Early brokerage years at Marcus & Millichap and Colliers13:05 Overcoming the brutal first year in real estate14:35 How sports mentality shaped Jake’s success in brokerage15:51 Challenges and wins in starting his own brokerage19:49 Why neighborhood retail centers remain a resilient investment22:29 Ideal tenant mix for successful shopping centers24:34 Expanding beyond St. Louis into regional markets30:32 How unsophisticated sellers create buying opportunities32:02 Current retail cap rates, lending, and positive leverage40:11 Why St. Louis confuses out-of-state investors42:23 Preparing a property for sale + strategic advice from Jake48:37 Jake’s advice for young brokers: Focus on daily activities, not just results (Hole in One)This podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Yonason Goldson, a globally recognized thought leader on ethics, leadership, and culture, joins Raj to share insights from his remarkable journey. Yonason is a TEDx speaker, former hitchhiker, world traveler, and author of seven books, regularly contributing to Fast Company and having been featured in Forbes, Newsweek, and the Washington Post. His distinctive blend of ancient wisdom and modern business ethics positions him uniquely to advise organizations worldwide.Throughout the episode, Yonason and Raj explore the foundations of ethical decision-making, emphasizing why compliance alone isn't enough—true ethics require a mindful approach rooted in empathy, humility, and trustworthiness. Yonason shares actionable strategies, including his "ETHICS" acronym for leadership and the "Four Muses" for ethical decision-making, providing powerful tools to cultivate ethical leadership, strengthen organizational culture, and drive sustainable success.Connect with the Host: Twitter: ⁠twitter.com/ItsRajTut⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with the Guest:LinkedIn: https://www.linkedin.com/in/yonason-goldson/Website: YonasonGoldson.comSubstack: yonasongoldson.substack.com00:00 Introduction to Ethics and Compliance00:37 Yonason Goldson's Background & Accomplishments02:25 Early Life & Growing Up in California05:26 Life-Changing Hitchhiking Journey09:14 Exploring the World & Finding Roots in Israel12:30 Discovering Ethical Foundations in Judaism17:13 Ethics as the Bedrock of Jewish Teachings18:25 Compliance vs. True Ethical Leadership20:12 ETHICS Acronym Explained24:01 Practical Steps to Develop Ethical Traits26:59 Influence of Jewish Cultural Teachings32:05 Bringing Ancient Wisdom into Modern Business34:33 The Four Muses of Ethical Decision-Making38:10 The Importance of Stepping Out of Comfort Zones39:36 Ethics, Trust, and Relationship-Building41:59 Immediate Steps to Improve Company Ethics44:58 Core Values: Theory vs. Practice54:33 Avoiding Binary Thinking & Embracing Complexity57:57 Defining "Home" and Choosing Where to Live01:02:02 The Importance of Community & Belonging01:07:20 Yonason's Final Advice on Listening and GrowthThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Discover the power of storytelling in creating legendary brands with Gair Maxwell, author of "Big Little Legends" and renowned international speaker. In this insightful conversation, Gair reveals how businesses and entrepreneurs can stand out by tapping into their authentic stories and building unique brand identities that resonate across industries and cultures. From the surprising history of the Mona Lisa to the compelling stories behind Nike, Dollar Shave Club, and the Green Bay Packers, learn how storytelling can elevate your brand beyond mere products and services.Connect with Raj:Twitter: ⁠twitter.com/ItsRajTut⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with Gair:Website: https://www.gairmaxwell.comBook: https://www.amazon.com/Big-Little-Legends-Everyday-Irresistible/dp/1774581663LinkedIn: linkedin.com/in/gairmaxwellYouTube: youtube.com/@GairMaxwellTimestamps:00:00:0000:00:55 Introduction and Welcome to Gair Maxwell00:01:25 Gair's Insights on St. Louis' Legendary Sportscasters00:03:04 Importance of Creating Legends Through Storytelling00:05:37 Gair’s Early Life and Journey from Broadcasting00:09:05 How Gair Entered Branding and Marketing00:10:47 Case Study: Creating Canada's Huggable Car Dealer00:15:26 Core Theme: Identity Beyond Products & Services00:17:01 Nike vs. Reebok: The Power of Branding00:21:39 Dollar Shave Club and the Commodity Branding Example00:22:04 Why is Mona Lisa the Most Famous Painting?00:24:01 Differentiating a Lawyer as the "Game Day Attorney"00:27:14 West Shore Home: Navy SEALs of Home Renovations00:33:55 Branding's Impact on Customer and Talent Acquisition00:37:17 Why Every Company Should Be a Media Company00:39:16 Tips on Discovering Your Brand’s Unique Story00:43:06 The "Authentic Swing" Concept Explained00:47:30 How Childhood Influences Shape Your Brand Story00:51:23 Moving from Target Audience to Ecosystem Thinking00:55:14 Gair's Upcoming Event at Lambeau Field00:59:07 Hole-in-One Advice: "Reject Ordinary, Be Legendary"01:00:36 Connect with Gair Maxwell & Closing RemarksThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Michael Staenberg is a visionary real estate developer and philanthropist who has developed over 200 retail centers totaling more than 45 million square feet. With a career spanning nearly five decades, Michael has worked with some of the biggest names in retail, including Walmart, McDonald’s, and Home Depot. Beyond his business success, he is known for his philanthropic efforts, having donated over $100 million to various causes. His impact on the St. Louis region is undeniable, from major retail developments like Chesterfield Commons to his leadership in revitalizing Chesterfield’s downtown district.In this episode, Michael shares his journey from a young leasing agent to a powerhouse in commercial real estate, offering invaluable insights on persistence, mentorship, and long-term vision. He discusses the evolution of retail, the importance of understanding tenant needs, and his strategy for creating sustainable, community-driven developments. Michael also reflects on his philanthropic philosophy, emphasizing the power of giving back and inspiring the next generation of leaders. Whether you're interested in real estate, entrepreneurship, or the mindset behind success, this conversation is packed with valuable takeaways.Twitter: twitter.com/ItsRajTutLinkedIn: linkedin.com/in/rajtutInstagram: instagram.com/ItsRajTutTikTok: tiktok.com/@itsrajtutConnect with Michael Staenberg:The Staenberg Group Website: tsgproperties.comThe Staenberg Group LinkedIn: linkedin.com/company/the-staenberg-groupMichael Staenberg's Website: michaelstaenberg.comTimestamps:00:00 – Introduction01:37 – Early Chat & Greetings02:30 – Childhood & Work Ethic05:00 – Mentors & Early Career at Leo Eisenberg09:50 – Transition from Brokerage to Developer12:00 – Meeting Sam Walton & Walmart Deals15:20 – Moving to St. Louis & First Projects17:00 – The 1993 Flood & Vision for Chesterfield Commons21:40 – The District & The Factory24:45 – “Main Street” vs. Big-Box Retail27:00 – Downtown Chesterfield Project33:00 – Michael’s Giving Philosophy36:00 – Examples of Philanthropy & Hands-On Giving41:30 – Personal Stories & “Pants One Leg at a Time”46:00 – Mentorship & “Checking Ego at the Door”52:20 – The “Three T’s”: Time, Talent, Treasure59:00 – Greatest Advice (“Hole in One”)1:04:00 – Closing RemarksThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us: Website: storyboardliving.com LinkedIn: linkedin.com/company/storyboard-living

Jim Stewart, founder and CEO of Stewart Properties, brings over 40 years of experience in commercial real estate, particularly in multifamily investments. He is also a founding shareholder of Enterprise Bank, the largest bank headquartered in St. Louis. Jim’s career journey is one of resilience and strategic decision-making, from starting out as a young entrepreneur selling candy bars and performing magic shows to becoming a prominent real estate investor and business leader. His ability to identify opportunities, build valuable relationships, and stay ahead of industry trends has contributed to his long-standing success.In this episode, Jim shares invaluable insights into wealth-building through real estate ownership, the importance of holding onto assets for long-term appreciation, and why he decided to bring property management in-house. He discusses his early brokerage career, lessons learned from mentors, and the turning points that led him to focus on multifamily properties. He also highlights his experience co-founding Enterprise Bank and how it shaped his understanding of financial statements and deal structuring. The conversation is filled with real-world experiences, making it a must-listen for investors and entrepreneurs looking to build sustainable wealth.Connect with the HostTwitter: twitter.com/ItsRajTutLinkedIn: https://www.linkedin.com/in/rajtut/Instagram: instagram.com/ItsRajTutTikTok: https://www.tiktok.com/@itsrajtutConnect with Jim Stewart:https://www.linkedin.com/in/jim-stewart-5815a519/Timestamps for Key Segments00:00:01 - Introduction and Jim Stewart’s Background00:00:19 - Lessons from Managing Properties Firsthand00:00:36 - The Difference Between Brokering and Owning Real Estate00:01:23 - Early Entrepreneurship: Selling Candy Bars and Magic Shows00:04:25 - The Story Behind Marcus the Magician00:07:46 - Networking and the Power of Relationships00:12:03 - Journalism School and Unexpected Path to CBS00:19:17 - The Ronald Reagan Story and Lessons in Confidence00:25:01 - Transition into Commercial Real Estate00:27:42 - The Defining Moment That Shifted Jim’s Investment Strategy00:29:32 - First Apartment Deal and Challenges with HUD00:35:00 - The Importance of Long-Term Ownership00:40:06 - Why Jim Brought Property Management In-House00:45:16 - Using Technology and Pricing Software in Property Management00:50:10 - The Tornado That Transformed a Property.00:54:47 - Lessons from Being on the Board of Enterprise Bank00:56:33 - Final Advice: Stay Positive and Develop an “Iron Gut” for BusinessIf you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website:https://storyboardliving.com/LinkedIn profile:https://www.linkedin.com/company/storyboard-living/

Ben Strake is an award-winning M&A advisor, serial entrepreneur, and founder of Premier Business Brokers and Kodiak Business Valuations. With a background in hospitality and experience in business brokerage, Ben has built a career helping business owners maximize their exits and guiding entrepreneurs in acquiring companies. He was named one of Forbes' Next 1000 in 2021 and has played a key role in multiple successful business transitions and acquisitions. In this episode, Ben shares his expertise on business valuations, the role of multipliers, and how different factors such as customer concentration and key employees impact a company's worth. He also discusses strategies for scaling businesses, the importance of finding the right team, and how entrepreneurs can transition from working in their businesses to working on them. Whether you're looking to sell your company or explore acquisitions, this episode is packed with valuable insights to help you navigate the business landscape. Connect with Raj Tut: Twitter: ⁠twitter.com/ItsRajTut⁠⁠ LinkedIn: ⁠https://www.linkedin.com/in/rajtut/⁠ Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtut Connect with Ben Strake: https://www.linkedin.com/in/benjaminstrake/ https://www.kodiakvaluations.com/ https://www.premier-ma-advisors.com/ https://premierbb.com/ Timestamps: 00:00 Preview 01:00 Raj welcomes Ben Strake and his background in M&A 02:42 How Ben transitioned from hospitality to business ownership 08:39 The launch of Ben’s first business and lessons learned 12:23 How to value a business and what buyers look for 18:46 Key risks in business acquisitions and how to mitigate them 25:46 The baby boomer wealth transfer and market trends 29:16 Why roll-ups are a huge opportunity for business buyers 35:17 The importance of hiring the right people and company culture 41:08 Navigating challenges like COVID-19 in business 46:47 The key to forming strong business partnerships 50:01 Ben’s biggest advice for future business buyers and sellersThis podcast is brought to you by Storyboard Living.  If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, I had the pleasure of sitting down with Jonathan Jones, a true expert in business operations, leadership, and culture. Jonathan’s impressive background includes serving as an executive coach and peer group facilitator with Vistage, the world’s largest CEO peer group, where he’s earned the prestigious Master Chair designation six years in a row. With over 25 years as a Dale Carnegie instructor and a profound impact on more than 90 leaders in the St. Louis business community, Jonathan’s experience and insights are unmatched.Our conversation covered a wide range of topics, from the critical role leadership plays in shaping company culture to the transformative power of continuous improvement. Jonathan shared his journey from the military to corporate leadership and eventually entrepreneurship, providing actionable advice for leaders at every stage. We also explored why St. Louis is uniquely positioned as a hub for manufacturing and community growth, including Jonathan’s work in bringing the Association for Manufacturing Excellence conference to the region in 2025. This episode is packed with valuable takeaways for anyone looking to grow as a leader and make a positive impact.Connect with the HostTwitter: ⁠twitter.com/ItsRajTutLinkedIn: ⁠linkedin.com/in/rajtut/Instagram: ⁠instagram.com/ItsRajTutTikTok: ⁠tiktok.com/@itsrajtutConnect with the GuestWebsite: Jonathan Jones ConsultingAssociation for Manufacturing Excellence (St. Louis): Visit hereTimestamps:00:00 Introduction of Jonathan Jones and his extensive career00:53 The importance of leadership in shaping company culture02:06 Jonathan’s upbringing and how it shaped his leadership perspective03:40 Observations on St. Louis and its evolving community dynamics06:18 Leadership lessons from the military and corporate world10:00 Transitioning from corporate roles to entrepreneurship18:23 Key principles for developing leaders24:40 Defining company culture and aligning it with strategy32:15 The role of StrengthsFinder in identifying individual and team potential40:10 St. Louis as a hub for manufacturing and community growth47:24 Highlights of the upcoming Association for Manufacturing Excellence conference01:05:21 Jonathan’s parting advice on leadership and potentialThis podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] with us at our Website: https://storyboardliving.com/LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, Raj Tut hosts Jeff Colona and Darrell Scott, two key leaders from the St. Louis Economic Development Partnership (STL Partnership). Jeff serves as the director of the Heartland Regional Investment Fund and has a wealth of experience in residential and commercial real estate, having overseen over $200 million in sales during his career. Darrell, the Vice President of Business Finance at STL Partnership, brings decades of expertise in community banking, small business lending, and economic development to his role. Both guests are deeply committed to revitalizing the St. Louis region and fostering equitable economic growth through innovative lending programs and impactful projects.The episode dives into how the STL Partnership supports local businesses and communities through initiatives like the SBA 504 loan program and New Market Tax Credits. Jeff discusses the transformative potential of the Heartland Regional Investment Fund in financing projects in underserved areas, such as community centers and workforce development hubs. Darrell highlights his team’s hands-on approach to helping small businesses secure funding, emphasizing the importance of strong business plans and building community relationships. Together, they provide actionable insights for entrepreneurs, developers, and community leaders looking to drive economic impact in the St. Louis region. Connect with Raj: Twitter: ⁠twitter.com/ItsRajTut⁠ LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtut Connect with the Guests stlpartnership.com Timestamps: 00:00 Preview 00:05 Overview of the St. Louis Economic Development Partnership 01:24 Insights on the Heartland Regional Investment Fund with Jeff Corola 03:37 Jeff’s career journey from real estate to economic development 05:32 Key projects revitalizing St. Louis, including Operation Food Search and RR Marketplace 06:58 How to qualify for New Market Tax Credits and the program’s impact 08:45 Advice for developers: Planning and engaging with STL Partnership 11:12 Funding scenarios: How STL Partnership supports underserved communities 13:08 Mixed-use developments and New Market Tax Credit requirements 15:14 The Jackie Joyner-Kersee Food Agriculture and Nutrition Innovation Center project 17:04 Overview of short-term loans and additional innovative funding programs 19:26 Collaboration with local and national banks for community impact 21:45 Addressing job creation and workforce development in funding decisions 23:48 Jeff’s “hole-in-one” advice: Staying humble in business and partnerships 25:00 Transition to Darrell Scott’s segment: His role in business finance at STL Partnership 27:14 Darrell’s upbringing, education, and first exposure to business 30:02 Career journey: From Sherwood Medical to community banking 33:48 Why Darrell joined STL Partnership: A commitment to service and community impact 36:12 Overview of STL Partnership’s SBA 504 loan program and its benefits 38:25 Small business lending: Overcoming hurdles like business plans and collateral 40:42 Unique success stories: Helping entrepreneurs thrive in underserved areas 43:17 Industrial revenue bonds and revitalizing communities like Wellston 46:08 Challenges and opportunities for small businesses in the current market 48:25 Collaboration opportunities for startups and entrepreneurs with STL Partnership 50:10 Darrell’s “hole-in-one” advice: Don’t be afraid to try, and prioritize family 52:00 Closing remarks and contact information for STL PartnershipThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, Raj sits down with Brian Kelley, Founder of Revel CRE, a boutique commercial real estate brokerage operating in Missouri and Southern Illinois. With over 20 years of experience in the industry, Brian has built a reputation as one of the most active brokers in the St. Louis market. A lifelong St. Louisan with deep ties to the community, Brian has honed his expertise by working across corporate, boutique, and national firms before establishing Revel CRE two years ago. Revel has already become a trusted name in the region, providing top-tier service in leasing, sales, and property management for small to mid-sized businesses and investors. The conversation delves into Brian’s entrepreneurial journey, the challenges of starting Revel CRE, and the unique dynamics of the St. Louis real estate market. Brian shares actionable insights on what it takes to succeed in commercial real estate, from the importance of resilience and grinding daily to adapting to ever-changing client needs. Key highlights include a deep dive into notable deals, like the Missouri Research Park transaction and navigating complex zoning and environmental challenges. The episode is packed with wisdom on building client trust, negotiating win-win deals, and leveraging technology to compete with larger firms. Connect with the Host Twitter: twitter.com/ItsRajTut LinkedIn: linkedin.com/in/rajtut Instagram: instagram.com/ItsRajTut TikTok: tiktok.com/@itsrajtut Connect with the Guest Website: https://www.revelcre.com LinkedIn: https://www.linkedin.com/in/brian-kelley-b98102179/ Timestamps 00:00 Introduction and Guest Background 00:32 The Challenges of Measuring Productivity in Real Estate 02:19 Revel CRE’s Niche and Vision for Growth 06:06 Brian’s Early Career and Family Ties to Real Estate 13:51 Why Brian Started Revel CRE 20:50 Lessons from Challenging Deals, Including the Missouri Research Park 27:02 Navigating Complex Transactions in Boutique vs. Corporate Brokerage 34:39 Addressing Zoning and Redevelopment Hurdles in St. Louis 45:43 Plans for Growth at Revel CRE 52:27 The Importance of Persistence and Resilience in Real Estate 56:07 Closing Thoughts and Advice from Brian Kelley This podcast is brought to you by Storyboard Living.If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our Website or LinkedIn profile. https://storyboardliving.com https://linkedin.com/company/storyboardliving

In this episode, I sit down with Munsok So, President and CEO of So Hospitality Group. With over two decades in the hospitality industry, Munsok has transformed the Saint Louis dining scene through his leadership of well-known brands like Drunken Fish and Kimchi Guys. His journey from running a nightclub to building a multi-brand hospitality group showcases a deep passion for food and community-driven growth. Our conversation dives into Munsok’s approach to building sustainable businesses, creating effective systems, and leading with vision. We discuss how he has navigated challenges, such as the COVID-19 pandemic, and his commitment to revitalizing the downtown Saint Louis area. Munsok’s reflections on leadership, strategic expansion, and balancing creative ambition with operational excellence offer invaluable insights for aspiring entrepreneurs.Connect With Our Host: Twitter: ⁠twitter.com/ItsRajTut ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠TikTok: ⁠https://www.tiktok.com/@itsrajtutConnect with our guest:https://www.linkedin.com/in/munsokso/https://sohospitalitygroup.com/Timestamps: 00:00:00 - Introduction and Welcome00:00:32 - Overview of Seoul Hospitality Group and Brands00:02:01 - Munsok’s Early Passion for Food00:04:12 - Entrepreneurship Beginnings with Nightclub Ownership00:09:30 - Transitioning to Drunken Fish and Restaurant Ownership00:15:20 - Building Business Systems and Strategic Delegation00:19:39 - Expanding to Multiple Locations00:26:10 - Developing Kimchi Guys and Fast Casual Concept00:35:47 - Real Estate Investments and Downtown Revitalization00:44:30 - The Launch of the Coffee Concept00:49:00 - Final Thoughts and Advice on Hospitality and BusinessThis podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our ⁠Website⁠ or ⁠LinkedIn profile⁠.

In this episode, I sit down with Tyler Kelley, co-founder of Slam! Agency, a marketing agency based out of Saint Louis, and a passionate entrepreneur who's dedicated to giving back through coaching and mentoring. Tyler grew up in a working-class area of North County, Saint Louis, and while his path initially seemed headed toward trades or the military, a spontaneous decision to apply for college set him on the course to entrepreneurship. We dive into his early ventures, including starting a DJ business in college, which led him to teach himself web design and SEO, foundational skills that would later shape his marketing career. Tyler shares how he bootstrapped his way into the world of digital marketing and how Slam Agency evolved into a business that helps companies elevate their market presence. Throughout the conversation, Tyler offers powerful insights into the entrepreneurial mindset, overcoming financial challenges, and embracing technology. He talks about how the 2008 financial crisis wiped out his business, forcing him and his wife to rebuild from scratch, and the lessons they learned during that time. We also explore the future of AI in business, including the rise of autonomous agents and humanoid robots, and how these innovations will change the landscape for entrepreneurs. Tyler’s dedication to mentorship and empowering others is evident, as he shares how seeing others succeed inspired him to give back, especially in underserved communities. This episode is packed with practical advice, inspiring stories, and a glimpse into the future of business and technology. Connect With Our Host: Twitter: ⁠twitter.com/ItsRajTut ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtut Connect with out Guest: https://www.linkedin.com/in/tylerkelley/ Timestamps: 00:00:00 – Introduction to the episode and Tyler Kelley, co-founder of Slam! Agency. 00:01:18 – Tyler’s background: Growing up in working-class North County, Saint Louis. 00:03:05 – The options growing up: Trades or military, and how he made an unexpected decision to apply for college. 00:04:55 – Tyler reflects on how a casual conversation influenced his decision to go to college. 00:06:24 – The importance of seeing others succeed and why mentorship matters to Tyler. 00:08:48 – The start of Tyler’s entrepreneurial journey: DJing in college and launching a mobile DJ business. 00:10:27 – How learning web design and SEO set Tyler on the path to digital marketing. 00:14:21 – Facing financial loss during the 2008 crisis: Losing everything and rebuilding from scratch. 00:16:33 – Building Slam Agency: How Tyler and his team grew the agency from its early days. 00:20:17 – Tyler’s introduction to AI and how ChatGPT changed his approach to business. 00:23:16 – Practical applications of AI in communication and storytelling for entrepreneurs. 00:25:57 – How AI helps Tyler do more, not less, and why it's about leverage, not shortcuts. 00:27:26 – The future of AI: Autonomous agents, humanoid robots, and how they’ll change business forever. 00:30:01 – Why every business will need to adapt to AI and automation. 00:46:20 – Introducing the Fractional Chief AI Officer: Why this role will become essential for businesses. 00:50:01 – Tyler’s biggest lessons learned from financial hardship and the power of gratitude. 00:52:42 – Tyler’s core family values and how gratitude is a superpower for success. This podcast is brought to you by Storyboard Living.  If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode, I had the pleasure of sitting down with John Krewson, the founder and CEO of Sketch Development, a company he started in 2015 that has rapidly grown to $10 million in revenue and earned a spot on the Inc 5000 list for two consecutive years. John shared his incredible journey of building a software development and coaching company that serves large organizations. He explained how Sketch focuses on teaching companies to better understand software development while providing consulting services that help structure and organize their technology teams for greater success. One of the main takeaways from this episode is John's deep insight into leadership and company culture. From his early exposure to software as a child to his unexpected leap from entertainment into tech, John's path was filled with lessons on adaptability and perseverance. He also dives into the principles of agile software development, explaining how Sketch uses a unique combination of software delivery and management education to help organizations optimize their processes. His view on balancing efficiency with effectiveness, as well as the importance of learning to be comfortable with being wrong, offers a fresh perspective on leadership in today’s complex business environment.Connect With Our Host: Twitter: ⁠twitter.com/ItsRajTut ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtut Guest Links: John on LinkedIn: https://www.linkedin.com/in/krewson/ Sketch Development Website: https://www.sketchdev.io/ Timestamps: 00:00:00 Preview00:00:31 Overview of Sketch Development & growth00:01:32 John’s approach to working with clients00:05:35 Early exposure to tech and the Apple II story00:16:00 Founding Sketch Development and challenges in the first year00:25:08 Scaling Sketch with fewer developers00:33:14 Agile methodology and its role in Sketch’s growth00:39:02 Building company culture and leadership strategies00:46:12 Designing the new headquarters for team collaboration00:50:14 Benefits of face-to-face interaction in the workplace00:54:28 Remote vs in-person work and the value of in-office collaboration00:56:52 Final advice on being open to learning and being wrongThis podcast is brought to you by Storyboard Living.  If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Welcome to "Country Club Conversations." In this episode, we bring you Justine Froekler, a distinguished author, speaker, and licensed professional counselor renowned for her expertise in mental health, resilience, and leadership. With a career spanning over 25 years, Justine has captivated audiences with her innovative approaches to personal and professional development. She is certified in Dr. Brené Brown's methodologies and has authored eleven books, including five Amazon bestsellers that explore themes ranging from infertility to navigating grief with faith and courage. During the conversation, Justine shares her unique journey from overcoming significant health challenges to becoming a celebrated public speaker and trainer. She discusses the critical importance of integrating personal experiences and emotions into professional environments, advocating for empathy, clear communication, and effective boundary setting to enhance workplace culture. The episode also delves into Justine's development of "Justine-isms" and her use of affirmation card decks, which serve as practical tools for personal empowerment and organizational growth. Connect With Our Host: Twitter: ⁠twitter.com/ItsRajTut ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtut Connect with out Guest: https://justinefroelker.com/ https://www.instagram.com/justinefroelker/ https://www.linkedin.com/in/justinefroelker/ https://www.youtube.com/user/justinefroelker4/ Time Stamps:00:00:00 - Introduction of Justine: Author, Speaker, Butterfly Enthusiast. 00:00:48 - Exploring Courage and Personal Impact. 00:01:43 - "Justine-isms" and Affirmation Card Deck. 00:02:14 - Insight on Perception and Truth. 00:02:33 - Justine’s Product Offerings and Entrepreneurial Journey. 00:03:12 - Importance of Memorable Speaking Events. 00:03:54 - Justine's Background: Overcoming Health Challenges. 00:06:25 - Transition to Public Speaking and Emotional Intelligence Work. 00:07:11 - Integrating Emotions into Professional Environments. 00:08:16 - Why Justine Chose Saint Louis for Graduate Studies. 00:10:14 - Role of Soft Skills in the Workplace. 00:11:19 - Addressing Personal Well-Being at Work. 00:13:29 - Implementing Empathetic Leadership. 00:16:24 - Utilizing Free Resources for Organizational Development. 00:18:23 - Generational Conflicts and Trust Issues in Workplaces. 00:20:08 - The Importance of Clear Communication and Expectations. 00:23:46 - Balancing Personal Authenticity with Professional Roles. 00:26:58 - Setting Boundaries for Personal Expression at Work. 00:30:46 - Managing Personal Challenges in Professional Settings. 00:33:17 - Techniques for Difficult Workplace Conversations. 00:36:00 - Misconceptions and Importance of Self-Care and Self-Love. 00:43:00 - The Impact of Neglecting Self-Care During Intensive Work. 00:46:18 - Benefits of Nature Walks and Simple Activities for Health. 00:49:10 - Final Thoughts: Curiosity, Personal Growth, and Self-Understanding. This podcast is brought to you by Storyboard Living.  If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode of Country Club Conversations, Raj sits down with Garen Lafser, President at Salient Realty Group and CityRise Development. With extensive experience in both commercial real estate and development, Garen has been a pivotal figure in shaping the St. Louis real estate landscape. His dual roles provide him with a unique perspective on market trends and redevelopment opportunities, making him a standout guest for our discussion. Garen delves into the nuances of St. Louis' real estate market, focusing on key areas such as The Grove, South County, and Downtown. He shares insights from his involvement in significant redevelopment projects, including the challenges faced and the strategies employed. This episode offers a rich exploration of Garen's approach to real estate, providing valuable lessons for investors and enthusiasts alike on navigating the dynamic and evolving St. Louis market. Connect With Our Host: Twitter: ⁠twitter.com/ItsRajTut ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtut Connect with out Guest: https://www.linkedin.com/in/garenlafser/ https://twitter.com/[email protected] Phone Number: 314-374-3687 Salient Realty Group: https://salientrealtygroup.com/ CityRise Development: https://www.cityrise.net/ Timestamps: 00:00:00 Introduction to Garen Lafser 00:04:12 Current Trends in St. Louis Real Estate 00:10:22 Focus on The Grove and South County 00:17:36 South County Multifamily Market 00:23:45 Challenges in Downtown St. Louis 00:27:15 Positive Developments in Downtown 00:31:12 Need for Unified Downtown Efforts 00:34:23 Downtown’s Future and Investment Value 00:37:56 Value of Historic Buildings 00:41:28 Small-Scale Redevelopment Project 00:46:17 Renovation Details 00:49:06 Financial Aspects and Leasing 00:52:05 Lessons Learned from Redevelopment 00:55:13 Handling Rejection in Brokerage 01:00:00 Advice on Pursuing Passion 01:03:24 Contact Information and Upcoming Project Tease This podcast is brought to you by Storyboard Living.  If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this episode of Country Club Conversations, we’re joined by Krishna Kurnala, a remarkable entrepreneur. Founder of Stellar IT Group. Krishna's journey began in a small town in India, where he grew up in a lower middle-class family with limited resources. His ambition and resilience drove him to the U.S., where he faced numerous challenges, including navigating the complexities of immigration while pursuing his entrepreneurial dreams. Despite these hurdles, Krishna’s perseverance led him to establish a thriving business with a revenue of over $25 Million dollars that now employs over 200 people in the US alone, with multiple offices all around the world. In our conversation, Krishna offers valuable business insights and strategies drawn from his experience. He discusses effective hiring practices, including the importance of hiring people who align with your company’s vision and values. He also touches on strategies for acquiring other companies to expand your business and the benefits of hiring talent from abroad to leverage diverse skills and perspectives. Krishna emphasizes the importance of taking calculated risks and remaining adaptable, providing actionable advice that entrepreneurs can implement to drive their own success. Connect With Our Host: Twitter: ⁠twitter.com/ItsRajTut ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtut Connect with out Guest: Krishna’s LinkedIn: https://www.linkedin.com/in/krishnachaitanyakurnala/ Timestamps: 00:00 - Introduction and Background of Krishna's Journey 03:45 - Early Challenges Faced Moving from India to the U.S. 08:33 - Founding and Growing a Business in the U.S. 14:21 - Key Insights and Philosophies on Entrepreneurship 19:12 - The Impact of American Ideals on Entrepreneurship and Immigration Issues 29:03 - Personal Experiences and Struggles with Visa and Immigration 38:50 - Practical Advice and Tips for Aspiring Entrepreneurs 44:05 - Reflecting on the Concept of the American Dream 54:12 - Krishna’s Future Goals and Plans 59:43 - Views on What American Entrepreneurship Means to Krishna 01:03:37 - Navigating and Overcoming Immigration Hurdles 01:06:18 - Final Advice: The Importance of Big Dreams and Perseverance This podcast is brought to you by Storyboard Living.  If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Welcome to Country Club Conversations, where we delve into the world of real estate with industry leaders. In this episode, we're joined by Bob Walpert, founder and CEO of Walpert Properties and one of the most sought-after real estate minds in St. Louis. With over four decades of experience, Bob shares insights gained from his journey in real estate, from managing lower-grade properties to strategically upgrading to higher-quality assets. His expertise spans navigating financial crises, adapting to rising costs, and understanding the transformative impact of e-commerce on retail spaces. Throughout the podcast, Bob discusses key themes such as the importance of real estate fundamentals, challenges in managing different property grades, and trends in retail rents. He explores how consumer behavior shifts towards e-commerce have reshaped commercial real estate landscapes, particularly in neighborhood strip centers. Listeners will gain valuable perspectives on navigating real estate cycles, managing commercial properties, and planning for generational continuity in asset management. Whether you're new to real estate investment or a seasoned professional, this episode offers practical insights and strategic advice that are crucial in today's dynamic market. Connect With Our Guest: Walpert Properties Website: http://www.walpertproperties.com/ Connect With Our Host: Twitter: ⁠twitter.com/ItsRajTut ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/@itsrajtut Timestamps:  00:00 - Introduction and Background of Bob Walpert 01:41 - Importance of Real Estate Fundamentals 04:27 - Bob's Early Real Estate Journey 07:55 - Shifting Focus to Higher Quality Properties 10:25 - Challenges in Managing B and C Grade Properties 13:12 - Impact of the 2008 Financial Crisis 15:31 - Retention and Credit Tenants 17:54 - Real Estate Market Changes and Interest Rates 20:17 - Rising Costs in Real Estate Operations 23:48 - E-commerce Impact on Retail 27:15 - Retail Rent Trends and Tenant Challenges 29:56 - Supply and Demand in Retail Construction 32:34 - Evolution of Shopping Malls 36:08 - Retail Sales Statistics and E-commerce 39:24 - Retail Rents and Lease Structures 41:56 - Commercial Real Estate Outlook 45:27 - Office Buildings and Post-COVID Landscape 48:11 - Future of Neighborhood Strip Centers 51:46 - Avoiding Another 2008 Financial Crisis 54:32 - Real Estate Cycles and Interest Rates 57:19 - Real Estate Portfolio Management 01:00:42 - Generational Planning for Real Estate Assets 01:03:33 - Simplifying Real Estate Management 01:06:01 - Comparison of Retail and Multifamily Real Estate 01:08:22 - Favorite Real Estate Deals and Success Stories 01:11:45 - Importance of Treating People Right 01:14:27 - Closing Thoughts and Final Advice This podcast is brought to you by Storyboard Living.  If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

Welcome back to another episode of Country Club Conversations. Today, we have a very special episode as Raj Tut takes the interviewee spot, allowing us to take a deep dive into his story. As we already know, Raj is the Founder of Storyboard Living. His company has been featured six times in the Inc. 5000 List of America’s Fastest Growing Companies and has won several other awards, including the St. Louis Business Journal's Fast 50. Today, we discuss how Raj ended up in the US and how he went from a $13,000 mobile home investment to amassing over $100 million in real estate with his company, Storyboard Living. We delve into the mindset shifts, challenges, and multiple real estate deals Raj undertook to become one of the Midwest's most influential multifamily entrepreneurs. It’s time to get to know our host. Tune in. Connect With Our Guest: Kyle’s LinkedIn AHM Group LinkedIn AHM Group Website Connect With Our Host: Raj’s Youtube Raj’s X / Twitter Raj’s LinkedIn Raj’s Instagram Raj’s Tiktok Timestamps:  00:00 01:26 - Welcome to the Show, Raj!  04:00 - Raj’s Origin Story  09:31 - Raj’s Educational Backstory  12:40 - Why Raj Chose St. Louis  18:25 - Raj’s First Real Estate Investment: $13,000 Mobile Home  22:32 - First Couple of Deals Raj Did in His Career  30:50 - How Storyboard Living Came to Be  32:00 - Storyboard Living Scaling Up  41:15 - Storyboard Living 2024 Investment Strategy  43:50 - Untapped Investment Opportunities in St. Louis  46:30 - The Competitive Advantage That Has Brought Raj to Over $100,000,000 in Real Estate Owned 53:50 - Welcoming Investing Partners to Storyboard Living’s Deals  58:00 - A Typical Day in the Life of Raj  01:01:22 - Balancing Work-Life as a Busy Entrepreneur  01:07:55 - Top Priorities for Every Entrepreneur  01:10:30 - Wrapping Up This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our ⁠Website⁠ or ⁠LinkedIn profile⁠. #countryclubconversations #business #businessideas #motivation #entrepreneur #entrepreneurship #rajtut #raj-tut #goals #businesspodcast #smallbusiness #realestate #realestateinvesting #realestateinvestor #realestatelife #businessowner #multifamily #apartments #apartmentinvesting #multifamilyinvesting #multifamilyrealestate

Welcome to another episode of Country Club Conversations. In this episode, we have the one and only Caiti Chaney, Founder of Jasper Paul PR & Marketing. Caiti has a rich background in Public Relations and the Hospitality industry. Considered one of the most influential businesswomen in St. Louis, she brings a wealth of knowledge on marketing and brand storytelling to the table. In this episode, we discuss Jasper Paul PR’s beginnings, the essence of PR, and the importance of focusing your business on a single core element. We also explore work-life balance as a mom and entrepreneur, building great company culture, increasing community engagement in your business, leveraging social media, and much more!Tune in. Connect With Our Host: Raj’s Youtube Raj’s X / Twitter Raj’s LinkedIn Raj’s Instagram Raj’s Tiktok Connect With Our Guest: Caiti’s Linkedin https://www.jasperpaulpr.com/ Timestamps: 00:50 - Welcome Caiti! 00:55 - Caiti’s background 02:45 - Jasper Paul PR’s beginnings 09:27 - What makes St. Louis business scene so special 12:00 - What is PR? 23:27 - Why Hyperfocusing your business is important 26:40 - How Jasper Paul survived COVID 35:55 - Building Company Culture 37:41 - Balancing being a Mom and an Entrepreneur 42:50 - How Jasper Paul brings Success to its clients 50:05 - Does everyone need PR? 53:00 - How increase community engagement 55:24 - Caiti’s advice for Business and PR success 57:25 - Wrapping Up This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our ⁠Website⁠ or ⁠LinkedIn profile⁠.

On today’s episode we have the pleasure of sitting down with Verne Harnish, a name synonymous with entrepreneurial success and business growth. As founder and CEO of Scaling Up, a global executive education and coaching company, and authoring bestsellers like "Mastering the Rockefeller Habits" and "Scaling Up," Verne shares invaluable insights vital for any business leader today. The discussion pivots into the universally applicable cornerstones of any successful business: people, strategy, execution, cash and market timing while also highlighting the critical role of compensation strategies in attracting and retaining top talent as indeed "one great employee replaces three good ones."  Also touching on the impact of Artificial Intelligence (AI) on businesses, Verne describes AI as a powerful tool for efficiency and innovation, providing examples of companies that have successfully integrated AI to enhance productivity and foster innovation. We finally delve into how to effectively navigate market trends and adapt to varying economic conditions.  Thank you once again for tuning into a treasure trove of insights for entrepreneurs and business leaders and, Welcome to the Show! Connect With Our Host: Raj’s Youtube Raj’s X / Twitter Raj’s LinkedIn Raj’s Instagram Raj’s Tiktok Connect With Our Guest: Verne Harnish’s LinkedIn Relevant Assets for this Episode: ScalingUp.com Timestamps 01:12 - Welcome To The Show, Verne. 02:21 - Keeping A Strong Team Intact For Successful Ventures And Scaling Up 06:03 - Verne Discusses The Principles Of People, Strategy, Execution, Cash And Market Timing 09:30 - “The Two Main Uses Of A Are As A Tool For Driving Efficiency And Innovation”  11:59 - The Transformative Nature Of AI And Its Impact On Productivity. 18:05 - Other Trends On The Horizon 21:20 - Developing Effective Employee Compensation Strategies   25:56 - Verne Explains The Rationale Behind The 2x Compensation Strategy  28:38 - Attracting And Retaining High-Quality Employees 32:11 - “Have You Named Your Business Strategy For 2024?”  35:50 - The Hole-In-One: The Power Of Daily Priorities, Focus And Clarity  39:47 - Wrapping Up! This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our ⁠Website⁠ or ⁠LinkedIn profile⁠.

On this episode of Country Club Conversations, Raj sits down with Michael Heath, President of Pool King Enterprises, Florida Pool and Spa and State Line Products of Missouri to discuss his journey to successful entrepreneurship from a background in accounting, insurance and sales.   Michael spares no detail in recounting his evolution and growth from a blue-collar family to teaching English in Colombia and eventually working in insurance and mortgages. The conversation gets more intriguing as we delve into his transition into the garage door industry with State Line Products and the subsequent acquisition of swimming pool companies.  He discusses the operational challenges and growth strategies that led to significant revenue increases for his company while honing in on the importance of vendor relationships, learning from mistakes, and the potential for business diversification. We conclude by gaining valuable insights into Michael’s leadership philosophy and advice for aspiring business acquirers, emphasizing networking, education, and seizing opportunities presented by retiring baby boomers. Once again, welcome back to what promises to be an insightful conversation, and thank you for tuning in.  Connect With Our Host: Raj’s Youtube Raj’s X / Twitter Raj’s LinkedIn Raj’s Instagram Raj’s Tiktok Connect With Our Guest: Michael Heath’s LinkedIn Timestamps: 01:35 - Welcome To The Show,  Michael 03:03 - The Journey From The Blue Collar Town To Accounting 08:10 - Michael’s Experience Living In Colombia: Teaching English And Selling Colombian Emeralds 15:07 - Michael’s Transition To Sales And Entrepreneurship In The United States 21:50 - Girt And Perseverance: Acquiring State Line 27:30 - Michael Narrates The Growth Of His Company And Team Building,  33:33 - The Challenges Of Managing Multiple Crews And Logistics 37:06 - Renegotiating And Getting Better Payment Terms  39:00 - The Importance Of Keeping The Sellers On Board  45:53 - How Michael Got Into The Swimming Pool Business 50:57 - Expanding To New Business Opportunities 56:46 - The Hole-In-One: “Take The First Step” 01:02:27 - Wrapping Up! This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our ⁠Website⁠ or ⁠LinkedIn profile⁠.

On this episode of Country Club Conversations, we journey with Adam Orf, the president and owner of Didion Orf Recycling, as he details his ascent from a hardworking youth in his family's foundry to the trailblazing leader of a flourishing recycling business.  Adam's insights offer a window into the complexities of steering a family-operated company through the unpredictable currents of industry markets. The conversation peels back the layers of Didion Orf's core operations, from the meticulous sorting and processing of metals to the ethically grounded and environmentally conscious practices in electronics recycling.  Adam's chronicle serves as both an instruction manual and a source of inspiration for anyone looking to cultivate a robust business without losing sight of traditional values, such as establishing the crucial balance between strategic delegation and maintaining a hands-on approach or the importance of a cohesive, empowered team. Closing out, we examine Adam's strategic vision that has propelled Didion Orf into a future ripe with possibilities while still firmly rooted in its storied past.  Once again, welcome back to the show, and thank you for tuning in.  Connect With Our Host: Raj’s Youtube Raj’s X / Twitter Raj’s LinkedIn Raj’s Instagram Raj’s Tiktok Connect With Our Guest: Adam’s LinkedIn Didion Orf Website  Timestamps 01:35 - Meet Adam Orf 07:16 - The Journey To Family Business Success 10:30 - “Find Something That You Are Interested In” 12:09 - Navigating Business In Your Late Teens And Early Twenties  13:03 - The Early Days Of Didion Orf 17:40 - “How Does One Actually Run A Company?”  21:42 - Didion Orf 101   30:42 - How The Didion Orf Team Runs The Business 33:46 - Electronics Recycling And Operational Structure 36:49 - Maintaining Safe And Environmentally Conscious Recycling  38:04 - Adam Details How His Team Effectively Recycles For Large Corporations ***41:18 - How Entrepreneurs Can Create The Structure For Success Within A Company  45:53 - Navigating Growth And Challenges In Industry 47:18 - The Concept Of 10x Vs 2x 49:09 - Delegating Equates To Growth  50:52 - Adam Expands On How To Monitor Progress And Safety Effectively 52:41 - Adam Delves Into The Challenges Faced Running A Recycling Company 58:17- “Have A System In Place While Staying Humble And Focused” 59:33 - Wrapping Up! This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our ⁠Website⁠ or ⁠LinkedIn profile⁠.

In this episode, Melissa Helton, President and General Manager of FanDuel Sportsbook and Horse Racing, sits down with our host, Raj Tut, to share her extensive experience in the gaming and betting industry. With a successful career spanning nearly 25 years, the once-former accountant with adept knowledge in strategic planning in the gaming industry discusses the challenges of expanding the Fairmount racetrack to include a Sportsbook and future casino, emphasizing the importance of customer service and team culture.  Melissa also talks about engaging younger audiences in horse racing, the intricacies of the casino approval process, and operational strategies for game selection. Additionally, she highlights her hands-on approach to leadership, the significance of personal touches in team management, and her commitment to fostering a positive workplace culture. Ms. Helton reminds us about the importance of mentors, of which she owes her success, and she undoubtedly leaves us with the resonating hole-in-one of: “If you stop and listen to everyone, you’ll learn more than you see.”  Thank you once again for tuning into the show.  Connect With Our Host: Raj’s Youtube Raj’s X / Twitter Raj’s LinkedIn Raj’s Instagram Raj’s Tiktok Connect With Our Guest: Melissa’s LinkedIn Relevant Assets for this episode:  Fairmount Park’s Website Timestamps: 01:36 - Welcome To The Show, Melissa Helton 03:18 - Melissa Details Her Expansive 25-Year Career Growth 06:16 - Transitioning To St. Louis And The Fairmount Racetrack 06:58 - Melissa Discusses The Expansion Of The Fairmount Racetrack  08:32 - Melissa Explains The Operations Of The Sportsbook And The World Of In-Person Betting 10:14 - The Processes Involved In Obtaining Licenses For Casino And Sportsbook Operations 12:26 - Melissa Talks About The Recent Upgrades Made To The Racetrack 14:01 - The Behind-The-Scenes Operations Of Running A Casino And A Racetrack 15:15 - Building Company Culture By Emphasizing Trust And Relationships 16:16 - The Open-Door Policy And The Importance Of Engaging With Team Members 17:30 - The Horse Whisperer: Passion And Hands-On Involvement  18:45 - Taking Over Fanduel: Challenges And Opportunities  20:06 - Optimizing Resources, Managing Expenses, And Maintaining Guest Experience. 22:30 - How Melissa’s Team Effectively Attracts Clientele 23:24 - Melissa’s Leadership And Management Style  24:26 - Using Key Performance Indicators To Measure Success 28:07 - The Role Of Employees In Promoting A Fun And Engaging Experience For Customers 29:33 - How To Build An Effective Customer Service Culture 33:45 - Betting 101 34:55 - Let's Get To The Races! 38:10 - Managing Specific Regulations And Reporting Requirements  39:33 - The Process Of Getting Approvals And Starting Construction For A New Casino. 45:20 - Melissa Discusses Fraud Prevention, Surveillance, And Banning Individuals From The Casino. 47:02 - Melissa Deets On The Biggest Jackpot And Exciting Moments In Her Industry 49:30 - Strategies For Improving The Culture And Communication 50:38 - Employing the Personal Touch For Employee Longevity 54:07 - Hiring For Culture Fit 58:30 - “If You Stop And Listen To Everyone, You’ll Learn More Than You See.” 59:45 - Wrapping Up! This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our ⁠Website⁠ or ⁠LinkedIn profile⁠.

In this episode of "Country Club Conversations," Raj interviews Chuck Reaves, a seasoned sales expert with over 40 years of experience and a decorated Vietnam veteran.  Chuck shares his journey from AT&T, where he was once crowned top salesperson and led a 1,100-person sales team with no formal tertiary education, to becoming a renowned speaker and one of few at the National Speakers Association to have earned the Certified Speaking Professional designation and inducted into the Speaker Hall of Fame.  Now consulting, Chuck emphasizes the importance of genuine customer relationships and understanding clients' needs. He discusses overcoming a learning disability that propelled him to understand human behavior and relationships better and delves into AI's role in sales, advocating for a balance between technology and personal touch.  Chuck provides tips on storytelling, the power of asking the right questions, and the significance of empathy in business. The conversation concludes with his sage advice on following one's passion and the impact of leaving a positive legacy. Thank you once again for tuning in.  Connect With Our Host: Raj’s Youtube Raj’s X / Twitter Raj’s LinkedIn Raj’s Instagram Raj’s Tiktok Connect With Our Guest: Chuck’s LinkedIn Chuck’s Website Timestamps 01:38 - Welcome To The Show! Chuck 02:58 - Sales 101: Remembering Names And Remembering Faces 06:20 - Identifying A Customer's Unique Needs And Finding A Solution 09:11 - Chuck Emphasizes Asking Questions And Understanding The Customer's Interests 14:10 - Chuck Discusses The Importance Of Understanding The Client's Business 16:41 - A Customer-Centric Approach: “Do FOR The Customer Not TO The Customer” 18:56 - The Little Things Make A Big Difference 20:38 - Chuck Details How Probing Questions Can Uncover Clients' Real Needs And Motivations 23:18 - Pre-Call Planning And Relationship Building 28:35 - Chuck Explains The Power Of Helping In Sales  33:30 - Sales 102: We Are All People, And It Is A Very Small Planet  37:17 - Learning To Answer The Phone Before The First Ring  39:35 - How To Fire A Customer 41:48 - Exploring Chuck's Journey From A Technician To A Successful Speaker And Author 46:10 - Chuck's Experiences And Challenges In Leadership Roles During His Time In The Military 49:00 - Thinking Outside The Box And Questioning Conventional Methods In Business 54:06 - Value-Added Selling And AI In Sales  1:01:55 - Sales 103: People Remember Pictures And Images, Not Words And Numbers 1:06:26 - Continuous Quality Improvement 1:09:18 - Chuck's Advice On Seeking Opportunities And Asking Specific, Thoughtful Questions  1:11:42 - The Hole-In-One: Know What You Want And Leave A Legacy  1:14:30 - Wrapping Up! This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us at our ⁠Website⁠ or ⁠LinkedIn profile⁠.

Today, we sit down with Dominic Martinez, the proficient Managing Director at Northmarq (St. Louis). With an initial career in accountancy, Dominic pivoted to the riveting world of real estate and, along with his partners, established a budding portfolio since joining the company in 2021 by selling over $1.5 billion worth of multifamily real estate, closing over 61 transactions for over 12,000 units across the Midwest, with $150M on the market or under contract in St. Louis. We discuss the multifamily real estate market's response to changing interest rates and lending practices, explore the convergence of cap rates across different apartment classes and the shift in investment strategies towards quality stabilized assets. Our conversation explores the Midwest market's stability, the impact of interest rates on deal-making, and the trend of properties transitioning from smaller owners to larger national players. We also discuss buyer dynamics, return requirements for various deal sizes, and the potential of overlooked markets like St. Louis... And, as always, we conclude with the hole-in-one, which emphasizes the importance of handwork and keeping at it until returns are seen.Once again, thank you for tuning in.  Connect With Our Host: Raj’s Youtube Raj’s X / Twitter Raj’s LinkedIn Raj’s Instagram Raj’s Tiktok Connect With Our Guest: Dominic’s LinkedInNorthmarq (St. Louis) Timestamps: 01:35 - Welcome To The Show, Dominic 02:45 - Dominic’s Journey To Northmarq 05:31 - Dominic’s Approach To Team Growth, Training, And Expansion Into New Markets 07:34 - The Underrated Importance Of Understanding And Studying Each Market 09:55 - Dominic Expertly Compares The Midwest Market To Primary Markets 14:19 - Demographics, Stereotypes And Perceptions Of Markets And The Implications For Potential Buyers 18:45 - Changing Interest Rates And Market Expectations 20:19 - Navigating Changes In Lending Rates And The Shift Towards Quality Stabilized Assets. 23:24 - Exploring Convergence In Cap Rates And The Impact On Asset Trading 27:01 - The Trend Of “A Flight To Quality” And The Effect Of Rising Expenses On Older Buildings 30:20 - Inventory Scarcity, And Handling Deal Negotiations 35:22 - Dominic’s Observations On The Transition Of Apartment Ownership 36:55 - Characteristics Of Buyers And The Sources Of Equity For Varying Assets 40:46 - Market Perceptions, Overlooked Cities, And The Potential Of Tertiary Markets 43:47 - Dominic Details And Breaks Down “Class A And B” Product In St. Louis 48:47 - Dominic Dives into Market Fundamentals And Possible Investment Strategies 49:45 - The Impact Of Liquidity Access On Potential Buyers And The Perception Of Market Declines 53:04 - The Hole In One: Hard Work Will Pay Off 54:10 - Wrapping Up This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us on our ⁠Website⁠ or ⁠LinkedIn profile⁠.

Welcome back to Country Club Conversations! In this episode, we have the one and only Donny Singh, Founder & CEO of Singh Development INC. Donny boasts an impressive background as a real estate developer with a $68,000,000 track record of developed assets and $50,000,000 more in the pipeline. As a second-generation immigrant, Donny brings a wealth of experience to the development scene. He began his career with gas stations and later diversified into various retail developments. Donny shares with us his process for analyzing retail deals, site selection, developing a Unique Selling Proposition for your developments, and much more. Tune in, as this episode is filled with value. Raj Tut on Social Media: Twitter: ⁠twitter.com/ItsRajTut ⁠LinkedIn: ⁠https://www.linkedin.com/in/rajtut/ ⁠Instagram: ⁠instagram.com/ItsRajTut⁠ TikTok: ⁠https://www.tiktok.com/itsrajtut ⁠YouTube: https://www.youtube.com/⁠⁠ItsRajTut ⁠⁠ Connect with Donny Singh:LinkedIn: https://www.linkedin.com/in/donny-singh-016b1b82/ https://www.singhdevelopmentinc.com/ Timestamps: 01:10 - Welcome, Donny! 01:49 - Donny’s Role in Olive Branch, Mississippi 02:50 - Family background and first ventures into entrepreneurship 13:28 - How Donny delved into the Gas Station Real Estate Business 19:37 - Early Process for Analyzing Gas Station Development Deals 21:13 - The Importance of Reputation in Business 22:35 - How Donny decided to delve completely into Real Estate Development 26:53 - Trial and Error Lessons Donny Learned on the Spot while starting his real estate journey 28:52 - How Donny’s Ownership Share in a Bank gives him a competitive advantage 30:34 - The downside of scaling a Gas Station Development Company 31:50 - How to develop a Unique Selling Proposition when establishing a Gas Station 36:18 - Donny’s Exit from the Gas Station Business 38:40 - The Expertise of Singh Development INC 43:18 - Donny’s process for evaluating sites for real estate development 47:40 - Donny’s panorama on the future of real estate 51:49 - Deal Structuring Insights from Singh Development INC 54:07 - Creativity as a Real Estate Developer 55:42 - Location is the most important thing in Retail 01:01:04 - Donny’s Hole in One! 01:05:00 - Wrapping Up This podcast is brought to you by Storyboard Living.  If you're looking to sell us a 40+ unit multifamily property in the St. Louis region, or another part of MO/IL, please email [email protected] Connect with us at our Website: https://storyboardliving.com/ LinkedIn profile: https://www.linkedin.com/company/storyboard-living/

In this captivating podcast episode, Raj dives deep into an enriching dialogue with Maxine Clark, the mastermind behind Build-A-Bear Workshop, a retail experience that has close to 500 stores globally and does close to $500 million in revenue annually and a visionary developing the transformative mixed-use real estate site called the Delmar Divine amongst other philanthropic and business-related ventures.  Drawing from her own experiences, Maxine shares the journey of bringing Build-A-Bear Workshop to life, stressing the importance of customer-centricity, collaboration, and community engagement. Throughout the conversation, her dedication to revitalizing neighborhoods while honoring their cultural heritage shines through. She candidly discusses her passion for social justice, particularly her activism surrounding the mass incarceration crisis, as well as her tireless efforts to promote economic growth and affordable housing in St. Louis. Maxine's profound insights into balancing financial success with social responsibility, coupled with her timeless advice on nurturing curiosity, testify to her unwavering commitment to effecting positive change in our communities. This is one episode you cannot afford to miss.  Connect With Our Host:Raj’s YoutubeRaj’s X / TwitterRaj’s LinkedInRaj’s Instagram Raj’s Tiktok Connect With Our Guest: Maxine’s LinkedIn Delmar Divine’s Website Timestamps 1:36 - Thank You For Joining Us Today, Maxine 4:24 - Harping On Childhood Experiences And Participating In Advocacy For Building A Thriving Business 12:04 - Maxine Details Her Family's Entrepreneurial Background. 13:57 - Maxine's Involvement In The Mass Incarceration System And Her Advocacy For Human Rights 15:12 - Maxine's Experience As A Woman In Corporate Retail And Her Efforts To Push For Women's Advancement. 16:48 - Data Analysis And Business Curiosity  19:50 - Community Banking And Neighborhood Economics Explained 24:36 - The  Saint Louis Potential  30:18 -  Risk-Taking And The Role Of Community Involvement In Business 31:57 -  Birthing The Build-A-Bear Workshop Was Born. 45:10 - Building Connections For Success 49:56 - Maxine’s Notes For Investor Partnership And IPO Experience  51:57 - Creating Positive Customer Experiences  55:47-  Leadership Traits And Accessibility: Being A Hands-On Leader 1:00:52 - Maxine Shares Her Vision For Future Projects And The Positive Impact On The Community. 1:14:10 - The Future Of Retail  1:16:12 - How To Effectively Meet Customer Needs And Community Engagement. 1:18:47 - The Hole In One: Maintain Your Childlike Mindset For Creativity And Innovation 1:21:07 - Wrapping Up This podcast is brought to you by Storyboard Living. If you're looking to sell us a 40+ unit multifamily property in the St. Louis region or another part of MO/IL, please email [email protected] Connect with us at our ⁠Website⁠ or ⁠LinkedIn profile⁠.