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Steve Morris: When the Operating System That Built Your Success Stops Working

February 20, 2026 by angishields

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Houston Business Radio
Steve Morris: When the Operating System That Built Your Success Stops Working
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steve-morris-coaching

steve-morrisSteve Morris is an entrepreneurial guide and business coach who helps leaders transform their businesses—and their lives—through clarity, focus, and intentional growth.

He began his career designing multi-million-dollar racing yachts and leading elite teams to victory in some of the world’s most demanding yacht races. He later managed a small business and oversaw million-dollar budgets as a certified PMP for the U.S. Navy, experiences that shaped his disciplined yet people-centered leadership style.

Drawing on decades of work with world-class teams, Steve now supports entrepreneurial leaders using the Entrepreneurial Operating System (EOS) and Positive Intelligence (PQ) to overcome obstacles, fuel sustainable growth, and build cohesive, high-performing teams. His mission is to help leaders get unstuck, regain momentum, and create businesses that support the lives they truly want to live.

Based on his 31-acre farm in Colorado, Steve offers clients a rare space to reconnect, recharge, and gain perspective. As a trusted navigator, he helps leaders chart clear paths through uncertainty, providing steady guidance, practical tools, and unwavering support as they elevate their leadership and achieve extraordinary results.

LinkedIn: https://www.linkedin.com/in/stephenamorris/
Website: https://stevemorriscoaching.com/

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Houston, Texas. It’s time for Houston Business Radio. Now, here’s your host.

Trisha Stetzel: Hello, Houston. Trisha Stetzel here bringing you another episode of Houston Business Radio. Today’s guest is Steve Morris, an executive coach and certified implementer who helps high agency leaders navigate a specific moment when the operating system that built their success stops working for the life they want. Now we’re going to talk more about that. Steve brings an unusual mix of engineering level clarity and human transformation work, blending Eo’s structure with identity, presence, and mental fitness so leaders can make cleaner decisions, stop overfunctioning and build businesses that don’t run on pressure. He started his career designing multimillion dollar racing yachts. Sounds like fun. We may have to talk about that too. And coach high performance teams then moved into a program management, uh, supporting US Navy ship launches before building his coaching practice today. He guides founders and executives through what he calls internal OS design for the next chapter. Steve, welcome to the show.

Steve Morris: Thank you very much for having me, Trisha. It’s great to be here.

Trisha Stetzel: It’s been a long time coming. As we were talking about before we got here. So I’m very excited to have you on today and to dig into, uh, some of the amazing work that you’re doing. So, Steve, tell us a little bit more about you.

Steve Morris: Thank you very much. Yeah. So, um, as you said in the introduction, I started my career designing multi-million dollar racing yachts. And as you can probably start telling from my accent as I start talking, I’m not from around these parts originally. Um, I came from New Zealand and that’s where I grew up, and, um, studied engineering in college. But my very first job right out of college was working on a professional sailing team and helping get that team and the boat ready to go race around the world. So I went from studying engineering to being in the gym at 6:00 in the morning, you know, trying to get fit enough and strong enough to be able to participate with this team. But it really formed a really solid initial foundation for my entire career that has now sort of come full circle as I as I am a leadership, um, and executive coach because I saw an experienced, you know, viscerally day in and day out, you know, what it took to build a really great team and a group of people coming together, bonding together. Um, and then ultimately, you know, some of those people succeeding on the team and others, you know, not. Ultimately, you know, gelling and being part of the team, but really sort of seeing, you know, a group of individuals coming together to go and do something, you know, incredibly lofty, like trying to win a round the world yacht race. Um. So, you know, it was a foundation for my career. And I’ve, um, for the last 35 years have been just obsessed and passionate about what it takes to build a really great team and look at the individuals, the developing, the individuals that are a part of that team.

Trisha Stetzel: Yeah, absolutely. I love how you’ve been able to take that past experience of being on a team. I’ll call it a sporting team because it is definitely a sport. You had to get in the gym, and you also had to learn how to work with others to meet the goal, and the goal would be to win or place or finish, right? Whatever that goal happens to be. And I love how you’ve been able to take that and use that experience in the work that you’re doing today. So, um, I in your bio, I talked a little bit about the high agency leaders at the crossroads. So what is that crossroads actually look like in real life? And what are the signals that you see when you’re working with people?

Steve Morris: So I work with a lot of very successful, um, yes, we call them high agency, high achieving founders, business owners. And, um, a few years ago, I really started seeing that, um, as I work with them, with EOS, the entrepreneurial operating system, and we’re building a really strong leadership team and a strong business, um, when that work is successful, oftentimes the the founder. The owner gets to a place where they’re kind of like, okay, business is running great. Everything’s, you know, the trains are all running on time. Um, and but they sort of get to some point where they’re kind of like, well, what now? Um, what’s my purpose in life now? Now that the business is running great? Um, you know, typically, of course, if it has been successful, the business is generating some cash and some, um, wealth for that original founder. And so they’ve now got possibilities and things that they can do, um, with their life. And I really find that, you know, when you’ve been working with your head down, running like heck in the business day in and day out, week in and week out, month in and month out, year in and year out. You know, that’s been an all consuming part of their lives. And then when the chaos is now tamped down and things are running in a more orderly fashion. It’s kind of like now we’ve got some time to think. And then that’s when the thoughts start coming up, like, okay, well what now? Um, and so I really sort of find that that’s, uh, quite a common thing that I’ve seen and have now, you know, more recently in the last few years, stepped into, um, having more conversations and coaching those leaders, um, really sort of double clicking on what is your purpose in life? What’s the larger purpose in life now that the business is running great, what do you want to do next? You know what lights your fire?

Trisha Stetzel: Yeah, I love that. That’s fantastic. I would like to visit this topic of EOS because I know that you use that as, uh, a set of tools that you’re using with your clients. So I, a lot of people who are listening, I’m sure are familiar or have heard EOS, but they may not know exactly what it is or what it does as a system inside of these businesses. Can you tell us a little more?

Steve Morris: Absolutely. So EOS stands for the entrepreneurial operating system, right? So it’s just a simple set of practical tools that really help a business owner and a leadership team get three things that we call vision, traction, and healthy. So vision from the aspect of figuring out like what is the vision for the business, where are we going and how are we going to get there? Oftentimes when I start off working with a team and I’ve got six people around the table, I’ve got six different ideas about where the business should be going long term. Um, so we get everybody on the same page about a single unified vision. Um, and then the traction is getting more disciplined and accountable, like becoming masters of execution and bringing that vision to reality. Because sometimes people can talk about a vision and can have, you know, the dreams, but they remain dreams if we don’t actually do something about it. Right. If we don’t have the discipline and the accountability to take action in the business. And then the third component, which is almost my favorite part, is what we call healthy, which is coming together as a healthy, functional, cohesive leadership team because sometimes they’re not. Um, and this really brings me, as I was saying before, back to sort of full circle in terms of, well, you know, I worked on some really amazing teams, and I know what it feels like when the team comes together and people have got each other’s backs and they’re there for each other.

Steve Morris: Uh, unfortunately, I also worked on some teams that didn’t make it, you know, despite having the resources. That we needed and didn’t gel together as a team. So I experienced the the heartache, the pain, the suffering, the disappointment of years of effort and millions of dollars. You know, ultimately not being successful because the people couldn’t come together in the way that was useful and healthy. So that’s what I love coming and helping my clients, you know, figure out what their vision is, get on the same page with that, put the actions in place in the business, but ultimately have some more fun work together as a healthy, functional, cohesive leadership team and take the business to where they want to go. So that’s what EOS is, and it’s a journey. Um, I don’t have a magic wand. There’s no silver bullets. Um, it’s a journey that we go on because we’re all human. And, um, um, you know, development, things like this take time. We put the reps in. Things work. Things don’t work. We, you know, tweak things, change things. Ultimately, my goal is an EOS implementers to help this system, this this set of tools work for the company, right, for the leadership team, uh, ultimately for the greater good of that business.

Trisha Stetzel: Yeah, absolutely. And these, these teams, when you get them on all on the same page, rowing in the same direction for the same goal, they’re they have greatness right now, but they’re always evolving. So one of the things that you talk about is the operating system. And I don’t mean the software, but the operating system that built their success today. Isn’t always the same as they move into the future. So talk to me a little bit about this evolution of where you begin and how you get to the end. And the evolution of that team as they move through the process?

Steve Morris: Yes. No, it’s it’s a very important work. And I, um, as you’re sort of talking about, it’s an evolution. And of course, when we when we start, people tend to sort of be very, sort of heads down with sort of more of a reactionary team, um, playing whack a mole. Um, but then as we mature, right, and we put the systems in place and we grow as a team, um, you know, we’re creating openings for people to kind of step up into and elevate, uh, in the business. And that’s when I really start seeing, um, it’s, you know, the inner journey of the leader becomes more important. I mean, it always is important, but it sort of comes more to the forefront. And so one of the places where I start with this, um, on an individual level, is what I’ll call the I’ll be happy when syndrome because a lot of us, and we’re all human, right? Uh, it can very easily crop up in our language, which comes from our thinking of I’ll be happy when I’ll be happy when I get the new client. I’ll be happy when I get, you know, the new pay raise. I’ll be happy when I get the new job. Um, because then I’ll have some more money, and then I’ll be able to buy a car, and then I’ll be able to go for a drive in the mountains.

Steve Morris: Right? I mean, you’ve heard it, right? I mean, it’s like I’ll be happy when some future event happens. Um, but ultimately, what we sort of really find, of course, with that is, you know, and the research is all there. If you give somebody a pay raise, it lasts for about 2 or 3 weeks. The bump, you know, the, the good feelings from that. And then people sort of come back to, um, you know, the status quo. So, um, Um, ultimately what we see is it’s much more effective if, if we can sort of backtrack from those things that we want to have in life, um, to, to some more meaningful, um, things. And so, you know, the things that we have in life ultimately come from the actions that we take in the world. Um, I, you know, and a lot of people believe in manifesting, but I, you know, to me, being an engineer, I’m a little more pragmatic and practical about manifesting. I don’t believe you can sit on the couch eating Doritos and manifest $1 million, right? If you get up off the couch, if you get up out of bed in the morning and, you know, put your running shoes on and go get after it and do the things that you need to do in the world. Then you set yourself up, you know, for the best chances of manifesting ultimately what you want.

Steve Morris: So I have a, as I say, a very sort of pragmatic view of manifesting. But then ultimately, you know, when we start sort of peeling the layers of the onion, like, why do we do the things we do? Like what makes us, you know, if we’re in sales, like, you know, picking up the phone and calling prospects or if we’re an operations manager having those difficult conversations. Um, you know, some people are easier to sort of lean into those things. Other people shy away from them. Right? And so the actions that we take in the world come from, um, our thinking. Right. And ultimately, what I really see is, um, the most effective thing is to, to really sort of see that. Well, you’re, you’re thinking and the way you sort of see the world comes from your identity, your being, like who you are and who you see yourself ultimately inside. Um, and so when we can create. At that identity level, they are much more effective at being able to change thinking or to create more useful ways of thinking. Um, I’ll put it that way. You know, I think when you the alarm goes off in the morning and, you know, you get out of bed in the morning, you know, without intentional sort of, uh, practices in place. You know, if you pick up your phone and start scrolling the emails or, you know, heaven forbid, getting on the news and on TikTok and the headlines.

Steve Morris: Well, then your mind goes down that path, right? And there’s there’s just nothing good on, you know, scrolling the headlines because they are there to get your cortisol level up and to be in a place of fear and all of this sort of stuff. So, so what I’m really talking about and about. What I’d like to work on with my clients is, you know, like instead of just blindly going off down some path every morning when you get up that the, you know, the headlines and the media people would like you to go down. How about choosing a more effective path? How about putting some practices in place, um, for you to start your day, you know, off on the right foot and just get off that old rocky path and to get on a more effective path as a person, you know, so that you show up, uh, you know, for yourself, your family, your friends, and also in the workplace more effectively, um, in terms of how you see the world, how you see other people. And that ultimately will affect the things that you do and say to people and ultimately, you know, affect the results that you get in life. So that’s the whole big thing that I end up seeing.

Trisha Stetzel: Well, thank you for sharing that. It’s so important to be thinking about the balance between the work that we do and the human that we are. And I want to come back and revisit that right after you give us your contact information, because I suspect that there are some folks listening that already want to connect with you or learn more about the work that you’re doing. Steve.

Steve Morris: Yeah. Thank you. So the best place to get a hold of me is through my website. So that’s Steve Morris coaching. Com um, there’s contact forms there, my email and other contact details. So keep it simple Steve Morris coaching. Com is a great place to start.

Trisha Stetzel: Okay fantastic. Thank you very much for that. And as you guys know put that in the show notes. So if you’re sitting in front of your computer, uh, watching us on video or even listening to the audio, there will be the links for pointing and clicking so that you can get in touch with Steve right away at Steve Morris calm, uh, before we jump back into the deep stuff, I would be remiss if I didn’t ask you about your experience with Navy ship launches. You have to tell me just a little bit more about what you were doing on that project.

Steve Morris: Sure. Yeah. Well, it’s a very interesting part of my career. So, you know, I spent many years designing, you know, sailing boats, um, multi-million dollar racing yachts. Um, and as I was talking about, I was on some really great teams. I was on some teams that didn’t make it. So I was sort of had that curiosity about how do we build a really great team, you know, back at those earlier stages in my career. So I had this opportunity to, um, move out of the sailboat design world and get into supporting the US Navy. Um, and ended up, um, on some teams where we were supporting the whole huge government acquisition system when it takes, you know, the government says, hey, well, the Navy says we need a new ship. Um, it takes a lot of time, a lot of people, a lot of effort, and of course, a lot of money to be able to get that ship into the water and really being able to navigate, you know, to bring a team together, to be able to navigate that whole process, um, is incredibly complex. So, um, I worked on a couple of different projects, but, um, principally doing program management. So bringing together a team, um, I was working as a contractor and supporting, um, my government customers and, you know, just figuring out what do we need to get done, you know, this year, what do we need to get done this month? What do we need to get done today? Right, to be able to move the project forward. And it was a huge education for me just in terms of stakeholder management, you know, like team management at much larger scales. I mean, ultimately some of these programs are, you know, billion dollar programs. So, um, re being in the middle of all of that and just seeing, you know, how do we lead and manage these groups, how do we continue to to drive the accountability? Um, an environment that, you know, is very challenging. Um, there’s a lot of let’s say there’s a lot of cooks in the kitchen getting a Navy ship in the water.

Trisha Stetzel: I can imagine I’m sure many of my listeners are probably cringing right now saying, you you actually decided to do that. That was not your service calling. Well, thank you for being a part of the US Navy and helping us launch. Um, I don’t know how many ships you were engaged with, but it sounds like an amazing, uh, fun experience for you, so I’d love to come back, see if it’s okay, and revisit this idea of, um, business and leadership, whatever position people are in and the human aspect of that. Uh, what I pick up from you is, although you’re an engineer and very system forward, you also have a lot of soft skills and ways that you can talk with people about both. All of the parts of them being human, running a business, being a leader, but also the things that maybe pulling on them. I’m going to call it work life integration. I know some people don’t like that. Maybe they do, maybe they don’t. But I’m getting my point across here. Right where. Yeah, it it is all encompassing. So how do you help your clients balance this idea of being a leader in a probably in a high pressure position, and also finding time to do the things that are important to them as a human being.

Steve Morris: Yeah. No, it’s a it is a complex thing to, to get that integration. And I love the fact that you use that word, um, integration because of course, the work life balance, you know, people normally talk about balance, right? And yeah, um, I think, you know, for me, balance, uh, I feel like when somebody is saying, hey, I want more work life balance. Um, they often have what I’ll call like a static view of, I’m going to get all of the work things over here, and I’m going to get all of my life stuff over here, and it’s all going to like just, you know, hang out together. And it doesn’t work like that. In my experience with my clients and even for myself, when you’re in a small business and you’re wearing a lot of hats and things change. And so it’s a great point to say it’s about integration because frankly, these days they they are not separate things. You know, we have these phones beside us. We’re always on people are messaging at all hours of the day and night. So how do we, you know, get this integration.

Steve Morris: And this is where I feel like initially one of the sort of core ideas for me is, um, it’s not a static thing. It’s a dynamic thing. In other words, we’re going to sort of shift as we go through phases. Sometimes we just might have to roll up the sleeves and dive into the business and put the hours in. Right. And, and, um, some of the, you know, other things we’d like to do in life aren’t getting done this week, right? Because we’ve got to dive into the business. But my, Um. My hope and my aim in working with my clients is if we can create the right sort of systems, then that will allow the space and the time when it’s appropriate to, you know, go off in the other direction and to take a week off and to around here in Colorado, go up to the mountains and, um, you know, or go sailing or something where you are. I mean, but it’s about being able to create that the systems that can then allow things to dynamically shift backwards and forwards. Um, it’s not just a static thing.

Trisha Stetzel: Yeah, absolutely. Thank you for that. I, um, heard through the grapevine that you’ve got a really neat project happening on your farm in Colorado. Can you tell me more about it?

Steve Morris: Yes, absolutely. So, you know, sort of it all links back to this, taking this more sort of holistic view of, you know, being a leader and, you know, showing up effectively as a person. Right. Um, for your family, for your friends and for your business. And so, um, you know, I’ve been a great believer in, um, maintaining good health. I follow a doctor, Peter Attia, who’s just in Austin, not too far away from you, uh, who talks about this concept called the Centenarian Olympics. And it’s imagining, um, you know, it’s a thought experiment, but imagine, you know, you’re 100 years old. And what would you like to do when you’re 100? Would you like to still be able to put your bag in the overhead bin on the airplane as you’re going off on, on a vacation? Would you like to be able to bend down and pick up your great, great great grandchild as they come barreling into your shins? Right. Um, all of these things. And then with that vision, right. As we’re talking about visions in business, you can have your own personal vision. What would that look like? You can sort of backtrack. I mean, we are going to decline through age. No one’s managed to to beat that yet. Um, but his point is you can affect, uh, you can influence the starting point of, you know, of the decline, and you can influence the rate of decline through exercise, nutrition, um, a lot of other aspects.

Steve Morris: So we’ve been very passionate about that. And of course, it’s all linked together with the work I do with my clients as well, because, um, you know, people who are being very successful and growing their businesses, as we talked about at the beginning, might have some other desires and dreams in their life. And if you’re not maintaining, you know, the more holistic good health. I don’t just mean physical but also mental emotional health. Um, you’re not going to be able to enjoy the fruits of your labor. Like what? You know, it’s it’s not an uncommon thing that people can work their whole lives and get to retirement, and then they’re not in a great shape to enjoy their retirement. Right. So long story. But ultimately, um, we moved here to Colorado, um, over four years ago now, and ended up buying a farm and learning how to grow our own food, um, healthy food and, um, and then also starting to sort of create a space where I’m going to bring my clients in and really be able to help them, like, get reconnected with themselves and each other, like to create a little bit of, you know, silence in many ways to allow, you know, those deeper connections to, to resurface, um, and to create a space where people can kind of get really grounded about what’s going on in their lives and their business.

Steve Morris: And it’s a beautiful property we have here. We’re so lucky. I’m very grateful for it. There’s a 14,000 foot mountain up keeping watch over us. We’ve got lakes and cornfields all around. But as I’m saying, it’s about creating a space to sort of allow, um, some of these more important things to come up for people to really look at, you know, how am I doing with my life? Am I really in alignment? Do I know where I’m going? Um, because as I talked about at the beginning of the podcast, if you’ve been head down running like heck for the last ten years building this business, you know, have you also been able to keep sight on what are the other, you know, meaningful and important and purposeful things that you want to do? And as I’m rediscovered, have discovered with my clients. That’s sometimes been lost because we’ve just been head down running like heck in the business. So the farm is really about creating some spaces, some experiences. We want to start doing some retreats this year, feeding people healthy food where they can see where you know the ground that it came from. Um, and but also, as I’m saying, sort of creating the space for more deeper and meaningful, um, reflections and thoughts and experiences to come up.

Trisha Stetzel: Wow, this is amazing. And I see a trip to Colorado in my future. Please. What an amazing. Thank you. What an amazing project. And you’ll have to keep us posted on, uh, any events that you may have in Q and let me know. And I’m happy to get that information out as well. Okay, so we’re at the back end of our conversation. I know the time went by so very fast. Would you tell us one more time how to reach you? Steve, if people are interested in having a call with you or simply connecting.

Steve Morris: Yeah. Thanks. Trisha. It’s I’m I’m always happy to have a conversation with people so they can reach out through Steve Morris coaching comm. You know, if this what we’re talking about resonates in terms of, you know, you’re at a crossroads, a turning point, wondering what’s next. Maybe you’ve lost a little bit of connection to what was deep and meaningful to you and looking for, you know, what’s coming next. Um, I’m always just happy to have a conversation and see what arises out of that.

Trisha Stetzel: Beautiful. Thank you for your time today. This has been wonderful, and I really appreciate you coming on the show and being a part of getting great Information, and even just the feel good part of knowing that there are people out there looking at leadership holistically. Thank you.

Steve Morris: Well, thank you for everything you’re doing, Trisha, and thank you for having me on the podcast.

Trisha Stetzel: Thank you Steve. All right, you guys, that’s all the time we have for today. If you found value in this conversation that Steve and I had today, please share it with a fellow entrepreneur, veteran or Houston leader ready to grow. Be sure to follow, rate and review the show. Of course, it helps us reach more bold business minds just like yours and your leadership, your business and your legacy are built one intentional step at a time. So stay inspired, stay focused, and keep building the business and the life you deserve.

Kevin Ruelas: From Service to Calling — Building AI That Serves Justice

February 20, 2026 by angishields

BTU-Raptr-Feature
Beyond the Uniform
Kevin Ruelas: From Service to Calling — Building AI That Serves Justice
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Kevinheadshot-JanesparksKevin Ruelas is an experienced international executive known for balancing hands-on leadership with high-level strategic vision.

Equally comfortable rolling up his sleeves in operational environments or operating in the boardroom, Kevin brings a results-driven approach to scaling teams, strengthening performance, and charting sustainable growth paths for organizations.

With multi-disciplined management experience spanning Professional Services, Business Development, Operations, and Logistics, Kevin has built a reputation as a leader who elevates teams while executing clear, forward-thinking strategy. Raptr-Analytics

He holds an MBA from a top-20 business school and combines analytical rigor with practical execution to drive measurable business outcomes.

LinkedIn: https://www.linkedin.com/in/kevin-ruelas-98810a/
website: https://www.raptr-analytics.com/

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Houston, Texas. It’s time for Houston Business Radio. Now, here’s your host.

Trisha Stetzel: Hello, Houston. Trisha Stetzel here bringing you another episode of Houston Business Radio beyond the Uniform series. Today’s guest is Kevin Ruelas, founder and CEO of RAPTR Analytics, a geospatial intelligence and AI company transforming how law enforcement analyzes complex data. Kevin is a seasoned serial CEO whose career spans global operations, national security, and advanced analytics. Early on, he helped scale a major Middle East contracting operation from 0 to 4 billion in just six years. Operations across Iraq, Turkey and Kuwait. He later founded Synectics, developing cell phone tracking technology now used by US federal agencies. RAPTR analytics was spun out of that work. An AI driven SaaS platform that helps law enforcement analyze massive data sets, identify patterns in real time, and turn intelligence into courtroom ready evidence. Kevin, welcome to the show.

Kevin Ruelas : Thanks, Trisha. I’m happy to be here.

Trisha Stetzel: I’m so excited to have you. And I would be remiss if I didn’t mention that Derrick Zoller was the one that introduced the two of us. And by the way, if you haven’t seen his podcast, you guys, it dropped December 2nd. So go out and take a look at that. All right, Kevin, before we even get started, I’d love to if it’s okay, just ask you to tell us a little bit more about you.

Kevin Ruelas : Sure. Well, I actually grew up in California until I was 12, when my dad, who had retired from the Foreign Service and retired from the Foreign Service, and we went to live in Honduras and El Salvador and got to start my international life, I guess, at an early age of 12. Um, and then later, uh, came back to California and went to school, where I met a bunch of guys playing with this thing called Army ROTC, decided it was the right choice for me and jumped right in. Uh, became an infantry lieutenant. Many, many moons ago, uh, and unfortunately blew out my knee and only served for six years in uniform. Uh, had, uh, well, three knee surgeries and eventually separated. Uh, in the early 90s. I went off to do logistics for ten years in the private sector, uh, until the second Gulf War kicked off. And somebody asked me or a CEO at the time that I was working for, to go to college And figure out what was going on with port as it was melting down as the cargo couldn’t get in. So I went over and I started working with a local Kuwaiti company, and eventually they asked me to join them and started division working on military and logistics and and defense work. And to be honest, you know, I worked at that logistics company for about ten years and was getting really kind of tired of the corporate grind and the growing of a company or not growing a company, but being part of a cog in a company and the opportunity to start a new company that was focused on military and defense was super exciting and super, uh, back to my roots. It really made me understand that I was missing being in uniform. I missed the sense of purpose.

Kevin Ruelas : I missed part of being part of that bigger, uh, brotherhood. And so leaving that company after ten years and joining basically a company with no employees and starting from scratch, as you said. And we scaled. We did, you know, two guys and I had 20 then I had 200, then I had 2000 and I had 20,000. We just kept growing and growing and growing. We’re the right place, right time. I mean, the Gulf War obviously right at the beginning in oh seven or sorry, oh two. Um, and we’re the boots on the ground that needed to be there. And I was supporting, like I said, the military, not just Army, but of course Navy and Air Force. And we started supporting international partners. We had contracts with UK, France, Japan, etc.. And so that’s how it scaled and it grew and it grew and grew. Uh, unfortunately, I didn’t I didn’t own it. Uh, I was working for the Kuwaitis. Uh, after a number of years, I took that company global, uh, as you said, over a it was actually a billion and a half in revenue and moved the headquarters to D.C.. I got kind of frustrated and decided it was time for me to move on. And it was then that I took over another company for another, uh, family business and eventually sold that for them. Bought my own company, which you referred to as synthetics, started another company called Defense and Government Services and eventually spun out what is now RAPTR Analytics from all of that. And we can get into that again in a minute, uh, as I connect the dots for you. But that’s kind of how I ended up here after, uh, I guess 20 now, 30 years, uh, since I was in uniform. Wow.

Trisha Stetzel: Yeah. So, Kevin, you really have led, like, some of the most complex environments imaginable. Uh, how did those early experiences shape the way you think about leadership and risk today?

Kevin Ruelas : I think the thing that really stuck with me the most was that rocket ship ride and growing of that company in Kuwait, in that I had to kind of imbue my little cell. Like I said, I literally had two guys to start and then I had 200 and eventually it just, you know, kept scaling. But in order to properly lead that organization and, and make it into what I wanted it to be, I had to really create an ethos, a dedication, and then empower those employees at the time, um, to take what I was trying to create and take it to the next level and then create another level and then create another level. And you know, the the typical kind of like pyramid hierarchy structure is pretty typical, where it all eventually bubbles up to the top, but you still have to push down through all those layers, you know, two reporting to four, four, reporting to eight, eight, reporting 12, whatever that number ends up being, and getting them all to understand what we stood for and what we stood for was military, defense, logistics. And that’s what our mantra was, and that’s what we had everybody kind of rowing in the same direction to do. So the the early scaling really taught me how to lead by example, lead through others, and lead all the way to the bottom line or the bottom of the where the rubber meets the road.

Trisha Stetzel: It’s so important. So how do you think your military experience. I know that’s what led you back to do this. Was that that want or need for the brotherhood that you were missing? But how did your military experience and background really teach you or give you the skills that you needed to get that rocket, that first rocket ship off the ground?

Kevin Ruelas : I definitely think, um, I was actually at a kind of a crux when I got out of the Army as an infantry officer. You know, a lot of the your listeners are ex-military as well, and they can probably relate, depending on what their MOS or what their branch of the service was. A lot of those have a civilian counterpart, for example. Had I been a transportation or logistics officer in the Army, that would have been a natural transition for me to go into transportation and logistics in the civilian sector or if I was an MP. A lot of those go into law enforcement, etc., or I have a cousin who got out of the Navy as a radar technician. So now he works on radar, right? Unfortunately for infantry, there’s not that one for one. Like, what do you do with infantry? Well, I learned how to shoot guns, and I learned how to shoot mortars and a lot of the security type stuff. So there’s that aspect. But more importantly, what I learned most was how to lead troops. I like to say my favorite job ever in the army was an infantry platoon leader.

Kevin Ruelas : Those 40 guys, they were my, you know, wake up every morning and go to bed every night. Team that I that’s all I thought about. How to lead them, how to motivate them, how to get them to go the extra mile. How to get up at 4 a.m. when I didn’t want to get up at 4 a.m.. How to do night operations after night operations after night operations when I didn’t want to do it either. But you had to leave. You had to motivate and you had to inspire. And I think it’s that aspect that I was able to put into my resume as a, um, I guess, first lieutenant that I’m getting out of the Army saying, you know, here’s what I bring to the table, I bring leadership, I bring, uh, inspirational leadership, and I and I can motivate. And that’s how I got my first job. And I think it was that that eventually led me to keep going and become a ever bigger and bigger leader of of people. Um, it’s going all the way back to that infantry training I had way at the beginning.

Trisha Stetzel: Yeah, absolutely. I like to say all of us veterans, we just get stuff done sometimes the middle s I use a different word, but today we’ll say stuff. We know how to get out of bed. We know how to GST.

Kevin Ruelas : Yeah. And you know, you referenced Derek earlier and I gotta give Derek kudos because he’s always been that get it done kind of guy. And that’s why we get along so well because I know if if we’re on the phone and he says I’m going to do something, then he’s going to go get it done and vice versa. It’s get stuff done.

Trisha Stetzel: Yeah, absolutely. Gst, GST. All right. I want to roll a little forward if that’s okay. And let’s really jump into uh, RAPTR Analytics. It was born out of real operational needs as I mentioned earlier. So what problem were law enforcement agencies struggling with that really pushed you to spin this out into its own platform?

Kevin Ruelas : Yeah. So I actually acquired synthetics 11 years ago, and I was very attracted to it because it’s a very unique technology. There’s no other company in the world that does what synthetics does, which in a nutshell is find and track cell phones in real time. So Synectics has devices that we can’t get into all the technical aspects of it here, but essentially they’re honing in on the cellular, uh, radio frequencies or cell signals and allowing the operators to track that cell phone to its origin. Uh, over the years, we’ve now gotten to the point where we can integrate that into our mapping systems. Uh, some of the veterans may be familiar with attack, uh, for example, where we can put dots on a map now and we can say, okay, that’s where the phone is. If you have two of our trackers where those lines of bearing intersect, that’s where the phone, uh, target is. And so when, when I acquired it and based on my military background, I really focused on my military customers. So special forces, whether they’re Army or Navy Seals, uh, even a, uh, afsoc. They all use our equipment to find bad guys. And so that’s what I really delved into or dove into, because that’s what I knew. Right? That was the uniform I had worn. And at the beginning, it was very much a hey, law enforcement, if you want some of this, you know, we have this for for your use as well. It’s, you know, military rated. It’s, you know, used by our brothers in arms in the military side.

Kevin Ruelas : But you’re welcome to use it on law enforcement side. And I didn’t really focus on them as a customer initially, but over time, they obviously are a lot bigger in terms of all the police departments around the country. There’s 8000 different police departments, sheriff’s departments, agencies, federal agencies. And once you start to aggregate all those and they’re all looking for bad guys too, it starts to become a very large customer set with a little bit different problem where they’re prosecuting the people that they’re pursuing. They’re looking for, uh, the legal aspects of what they’re doing and making sure it’s admissible in a court of law. They’re building up a case against somebody who did something wrong, and they need to know. Where was the phone last week? Where was it when the crime was committed? Where was it when or what are the phones were near when they were doing their bad deeds? So the use case started to shift to not just today’s intelligence. Go find the bad guy today, but more of the historical information that we can derive from cell phones now. Um, so we started working with them to help them get essentially with a warrant that data from AT&T, Verizon, T-Mobile, etc. and get the information that is available from the carriers about the cell phones with their time, date, stamps and locations and all these important aspects. But it’s a lot of raw data, raw data that needs to be analyzed, raw data that needs to be then overlaid over a map, and then start to look for those industry dependencies and similarities.

Kevin Ruelas : And the more we kind of went down this rabbit hole of how do we connect the dots for law enforcement, the more I started to realize, okay, this is a totally different solution. We’re not now creating a box to find a phone. We’re creating a software solution that is geospatial intelligence. It’s looking for dots on a map and looking at them over time and then looking for inferences. And how do they interrelate and what can we glean from all of that? And then the more I started going down that road, the more I created or started thinking, okay, we need to create a separate company that just focuses on this because it’s a different problem. And once I went that way, I also started thinking as AI became the new buzzword of the day, how do we apply artificial intelligence to this? And the more I started to understand that, the more I realize that, well, what the police are doing is doing the same analysis over and over and over again that a computer can do faster and more efficiently looking for those inferences, looking for those probabilities, looking for all the dots that connect. That’s what artificial intelligence is really all about. So I said, okay, let’s create RAPTR analytics with AI as its base. Let’s get all the data into it from the, um, AT&T and Verizon. And then we start adding in Facebook and metadata and all the information that’s out there. And then let’s start applying artificial intelligence. And RAPTR was born.

Trisha Stetzel: Wow. Well, we could sit here for like another hour and talk about all of the stuff that’s so exciting. We’re about halfway through our conversation, and I’ll bet that people are very interested, either in connecting with you or learning more about what it is that you’re doing. Where’s the best place that folks can go and find out more? Or read more about the work that you’re doing? Kevin?

Kevin Ruelas : Definitely, yeah. As as most companies, we have the typical WWE analytics or analytics. Com. I’m in LinkedIn, of course, and we also have the other companies that I have which is synthetics. Com. I think I’m actually wearing a synthetic shirt today. Um, so um, synthetics is where again we have the hardware wrapper analytics is on the software. And then my name, Kevin Ellis at LinkedIn. Uh, all those three are great places to go looking for more information. And all of those websites will have info at. Or you can always reach out to me directly. You can say, you know, I saw you on Trisha’s show and I’d like to connect with you and that would be okay. At Synthetics Cross at RAPTR Analytics. So I’m also like like I said, LinkedIn where you can connect through there.

Trisha Stetzel: Okay. Fantastic. And as you guys know, I’ll always include, uh, the links in the show notes so you guys can point and click if you’re sitting in front of your computer. If you aren’t, then you’ll find probably easiest. Kevin rules on LinkedIn. His last name is spelled r u e l a s so that you can find him there. Okay, so, Kevin, um, I want to talk a little bit more about AI because you led to that. The base of, uh, RAPTR Analytics is really wrapped around this idea or this this real thing. It’s not an idea. This real thing called AI. I’d love to know how that really plays into, um, our our law system. Uh, accuracy. Transparency. Accountability. So how is that working now inside of. Our law system?

Kevin Ruelas : Yeah, that’s that’s a great question. And and I really have to kind of be careful to when I’m explaining how AI is being used for our law enforcement customers, that a lot of the customers and a lot I guess the public first go to the movies like Minority Report or some of these other things where like, oh, AI is going to start trying to predict who’s who’s who’s a criminal, who’s doing bad things. And I have to say, no, no time out, time out. We’re not we’re not doing that. We actually are using it very methodically to look for, as I mentioned earlier, dot connections or connecting the dots or look for inferences or look for similarities. Ai is not going to be saying that’s the bad guy, or at least my, uh, use of AI. So for RAPTR Analytics, what we are creating is the. I like to think of it as a detective that is going to give suggestions by saying, go look over here. You know what this actually is, is a cause for concern because we see a pattern or we see AI. Ai sees a pattern, or they see or we have seen this pattern enough that we think that there’s something that you should go look for further. And allowing the detectives to be, um, the decision makers in the process of what they’re going to, uh, get more information about what they’re going to dive deeper into. So, uh, so within RAPTR Analytics, there are, uh, color codes, uh, you know, your typical red, yellow and green where, uh, if something pops up red, you want to go and get more information about what the what’s going on with the red? Yellow? There’s some connectivity here. We’re not quite sure if that’s going to be relevant. And then of course, green is like 90% of the data is going to be not really relevant to what we’re looking at.

Kevin Ruelas : But that’s going to save law enforcement time because they’re going to spend those 90%, uh, error minutes not wasting their time. So there’s that aspect of it. Um, but that’s I say that’s kind of the middle tier. There’s actually a pre tier, which is the investigation side. And um, trying to figure out all of the, um, the warrants and the information and getting that data in and out. A lot of that can be automated through artificial intelligence. Um, where, like I said, you have 8000 police departments. Each of them are trying to figure out how to do a warrant to AT&T or Verizon or now Tesla and all of the other data, uh, vehicles that we can get. All of them can be automated using AI for the warrants. Delivering warrants. Receiving the warrants. Receiving the information. So there’s a whole front end of the investigation that can be artificial artificial intelligence. The middle part of the investigation I was referring to. And then on the back end, which is the court and the admissibility aspect of it, where, um, within RAPTR, we’re creating reports, standardized reports, where artificial intelligence can pull out, um, data that is court admissible to show charts and graphs and pictures and, and by using the computer system to do everything. You’re now also having a chain of custody. All these things you hear about on, you know, the FBI files, etc., you’re connecting all the dots for the law enforcement customer from the initial investigation, through the actual investigation to the courtroom delivery of the information. And all of that can be done within RAPTR Analytics and all. Sorry, all of it as part of artificial intelligence.

Trisha Stetzel: Wow, that is amazing. And picturing as you’re talking through that, uh, you know, in the movies when they’ve got all the photos and the strings with the tax in between, like, the AI is kind of helping put those strings where they go so that they can go and take a look at all of these other options. Right. Uh, based on the data.

Kevin Ruelas : Yeah. I’m going to start using that analogy, because everyone’s seen one of those boards with the strings and the pictures I love it.

Trisha Stetzel: Yeah. Great. Look. Look how good I am.

Kevin Ruelas : I like it.

Trisha Stetzel: So thank you I. Well, and I love this conversation. It’s so, um, it’s really interesting. And I think it’s also important to know that we’re able to use technology in such a way that we’re saving time, uh, in the law enforcement space, right, where the our first responders can go and do the things, and detectives can go and do the things that they need to do without sitting in front of stacks and stacks and stacks of paperwork. Uh, like we see in the old movies.

Kevin Ruelas : And you hit the nail on the head. That’s the last part of the equation that that I didn’t really, uh, hit on, which is, um, part of our sell to law enforcement is time savings. And how much more time they can get back and be out doing police work versus the analysis, report writing, creating the charts and the graphs on the back end, the writing of warrants on the front end and the analysis in the middle. All of that takes time and energy that law enforcement obviously cannot spare at this juncture.

Trisha Stetzel: Yeah, absolutely. So maybe a hard question, but just thinking into the future, looking five years ahead, how do you see AI and geospatial analytics changing law enforcement and public safety?

Kevin Ruelas : Well, I like to think that it will become smarter and it will start to learn more and more. One of the things that we have to be very careful of, again, with, with, you know, chain of custody and court records, etc., is we have to be careful that we’re disaggregating the data that, you know, Trisha’s phone is this phone number. I don’t necessarily need that for all the police departments to know, but they need to know the inferences of what the phones do or what the data does. Um, so we have to be very careful to separate that and make sure artificial intelligence is using only the, um, disassociated data and looking for the inferences and then learning from each other so that LAPD can learn from NYPD, for example. And again, it’s not Trisha’s phone number. It’s the data’s, uh, intelligence that we’re learning off of. So it can get way smarter, and it can learn way faster than we can. And it can learn from each other over time. We just have to be careful how we set that groundwork. And, you know, create those platforms to to do it properly.

Trisha Stetzel: Yeah, absolutely. I know our time has flown. And I have one more question for you. And it’s about the responsibility that comes with this kind of power. So talk to me about or talk to us about leaders for leaders building technology that carries real human consequences as what we’ve been talking about here today. What responsibility comes with that kind of power?

Kevin Ruelas : Well, I think most people now are very wary of artificial intelligence or are learning to become very wary and not taking everything that they get out of the computer. When you ask Google, Gemini or ChatGPT or all these different platforms for an answer, everybody’s starting to understand that you’re going to get ghosts. You’re going to get references to data that’s actually false or I’ve seen them, you know, give you this report says this and that and said, okay, well tell me more about that report. And that report was actually made up by artificial intelligence. So everybody has to really understand that no matter what the detective or the analyst needs to be reviewing everything and making sure that there is not a ghost in the machine, there’s not something untoward in there. Um, all throughout the process, they can’t just press a button and boom, we have the bad guy. Uh, I don’t think we should ever get there. We need to be, like you said, very wary, and be very careful of what the future could bring so that we don’t end up in that Minority Report movie that we were joking about.

Trisha Stetzel: Yeah, absolutely. Kevin, this has been such an amazing conversation. I appreciate you joining me today. What would you leave? You know that most of my listeners are veterans, and a lot of them are in the entrepreneurship space. What would you leave them with today, just based on your service and the success that you’ve had in, um, outside of the service?

Kevin Ruelas : I like to say that, um, well, there’s a very interesting book that I don’t know if you’ve ever heard Chip Conley describe it as a, um, a pyramid or a hierarchy where at the base you have a job. And then for most people, there’s a career. And then the pinnacle of it is called is a calling. And I feel like a lot of us who wore the uniform and continue to serve had a calling. And if you can marry your calling with a job or with a company, then you’re going to hit. It’s not work as they say, right? Then you don’t feel like you’re working every day. You’re you’re satisfying your calling and hopefully making some money doing it, and that that’s all you can hope for.

Trisha Stetzel: Yeah, absolutely. What beautiful advice, Kevin. Thank you again for being with me today and sharing your time.

Kevin Ruelas : Thank you. It’s been a pleasure.

Trisha Stetzel: That’s all the time we have for today. If you found value in this conversation, please share it with a fellow veteran, entrepreneur or Houston leader ready to grow. And be sure to follow, rate, and review the show. Of course, it helps us reach more bold business minds just like yours and your business. Your leadership and your legacy are built intentionally at a time. So stay inspired, stay focused, and keep building the business and the life you deserve.

BRX Pro Tip: The Influencers Influencer

February 20, 2026 by angishields

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BRX Pro Tip: The Influencers Influencer

Stone Payton: And we’re back with Business RadioX Pro Tips, Lee Kantor and Stone Payton here with you. Lee, talk a little bit about the role, the application of influencers, at least in your world.

Lee Kantor: Yeah. As somebody who has a few people that I lean on for thought leadership and has kind of shaped my thinking in a lot of areas, people like Seth Godin, like Rory Sutherland, like Ryan Holiday, Viktor Frankl, these are people that I read and follow, and have really had an impact on my life. I was reading some of the their work recently, and I noticed that they start talking about their influences, and I thought that that’s an area that’s interesting for people to mine when they are, you know, looking for places to get more knowledge, and wisdom, and thought leadership.

Lee Kantor: So, everybody has people that influence them. The people you look up to didn’t become that person overnight. They had people who shaped them along the way. And to really understand them, it’s a good idea to kind of dig a layer deep and maybe find out who influenced them. So, who do they quote? What books are they reading? Who are the thought leaders that they follow? I think that this tells you a lot about how they think and what they value.

Lee Kantor: And I think it’s a good exercise for everybody who has favorite influencers or favorite thought leaders that they follow is to just kind of start researching one of your favorite influencers influences. You know, start reading their work, start watching their YouTube videos. This will kind of give you a greater understanding of what makes your favorite influencer who they are by tracing some of the steps of how they got there.

Lee Kantor: So, that’s your assignment today. You know, go to one of the influencers, your favorite blogger or author talks about and just learn about them, read one of their works, watch one of their videos, and see if that helps.

BRX Pro Tip: Training is More Than Shadowing

February 19, 2026 by angishields

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Stone Payton: And we’re back with Business RadioX Pro Tips, Stone Payton and Lee Kantor here with you. You know, Lee, I spent quite a few years in the training and consulting arena, and I observed that we had a little different definition of what training really was. People had preconceived notions. What’s your take on training, and maybe some of the ways that people maybe don’t have the best definition or frame for what training really is and can be?

Lee Kantor: Yeah, I think a lot of people think that a shortcut to training is just have the person follow them around or shadow them. And that, I think, is really a mistake. A lot of people think that if you just shadow somebody, and they sit on some calls and they watch somebody who’s good at it do their thing, and then you go, okay, now just do what I just did. I don’t think that’s enough. And I don’t even think that that’s training. I think you’re just hoping that these people are going to figure it out.

Lee Kantor: And I think that real training requires structure. I think it’s important to have people actually do the thing you’re training them on while you watch. After they shadow you, then put them in place, watch them and give them feedback in real time on what they’re doing. Because just watching someone do it isn’t kind of that knowledge transfer you’re hoping for. Because a lot of times when they’re watching you, you have shortcuts and you have things you already understand because you’ve been doing it so long and they don’t have that context that you have. They don’t have kind of the repetitions and the experience that you have.

Lee Kantor: So, break down the why behind the what. Don’t just show them your process, explain your thinking, explain the decisions you’re making, and what you’re listening for in order to be effective. And then, create kind of safe practice scenarios. Let them mess up in a safe environment before doing it with real clients or real stakes. Training takes much more time upfront, but it saves you so much time on the back end. When people are actually trained, they don’t need you to constantly fix their mistakes or answer the same questions over and over. So, invest in real training. Your team and your business will be better for it.

Networking in a Digital World: Why Face-to-Face Still Rules

February 18, 2026 by angishields

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On this episode of Greater Perimeter Business Radio, hosts Lee Kantor and Adam Marx interview Avoilan Bingham, General Manager at Drive Capital and President of Atlanta Tech Week. The discussion explores Atlanta’s tech ecosystem, the importance of authentic networking, and the impact of AI on startups and venture capital. Avoilan shares insights on building community-driven events, the value of in-person connections, and the evolving skills needed for success in an AI-driven world, emphasizing that strong relationships and adaptability are key for founders and tech leaders in today’s rapidly changing landscape.

Avoilan-BinghamAn Atlanta native and ecosystem builder, Avoilan Bingham is the Atlanta Seed General Manager at Drive Capital where he leads early-stage investing for Atlanta & the Southeast. Avoilan also serves as the President for Atlanta Tech Week, a week-long celebration of Atlanta’s emerging tech ecosystem. Avoilan has spent his professional career as an operator and ecosystem leader coaching, advising and supporting high-growth teams across numerous sales and tech organizations and is focused on rethinking the way we create, engage and develop business solutions in an increasingly digitized world.

Avoilan has held numerous leadership positions throughout his career including Managing Partner at Atlanta based Venture Firm Vertical404, Director of Partnerships for music tech company MyMyMusic where he led corporate partnerships, outreach and growth strategy and was Head of Sales for the digital event SaaS (Software as a Service) platform, The Labz.

A Founding 100 Member and Stakeholder at The Russell Center for Innovation and Entrepreneurship (RICE) and Foundation Member at The Gathering Spot Atlanta, Avoilan is actively involved in community and social initiatives for the betterment of Metro Atlanta.

Avoilan holds a B.S. in Sports Management from Guilford College (NC) and lives in the Metro Atlanta area with his wife and their children.

Connect with Avoilan on LinkedIn.

Episode Highlights

  • The Atlanta tech ecosystem and its growth dynamics.
  • The importance of networking and community building for startups.
  • The role of Atlanta Tech Week in fostering community-driven tech events.
  • The significance of in-person connections in the age of AI.
  • Insights into Drive Capital’s investment strategies and focus areas.
  • The critical factors venture capitalists consider when evaluating startups.
  • The evolving nature of networking and relationship-building in a post-pandemic world.
  • The balance between quantity and quality in professional networking.
  • The impact of AI on traditional job roles and the need for interpersonal skills.
  • The future of work in an AI-augmented environment and the importance of adaptability.

About Your Host

AdamMarxHeadshotMay24Adam Marx is a networking & leadership consultant, speaker, startup advisor, journalist & the founder of The Zero to One Networker.

Formerly the founder & CEO of music-tech startup Glipple, Inc., and as a writer appearing in Crunchbase News, Startup Grind, Mattermark, & others, Adam draws on more than a decade of experiences in the music & startup tech industries to teach others how to cultivate powerful relationships using strategies of patience, consistency, authenticity, & value creation.

As a networking consultant and speaker, Adam has worked with numerous organizations, including Georgia State University, TechStars Atlanta, the Atlanta Tech Village, ATDC (through Georgia Tech), & Startup Showdown, where he’s advised & mentored founders on how to develop magnetic dialogues & long-term relationships.

Adam’s talks include those given at Georgia Tech and Georgia State University, with a keynote at Emory University’s The Hatchery and as a featured speaker for Atlanta Tech Week 2024.MinimalFontBusinessLogo4

In addition to advising & consulting, Adam sits on the steering committee for InnovATL, cohosts LinkedIn Local ATL, emceed the 2022 Vermont SHRM State Conference, and was a workshop speaker at South by Southwest (SXSW) 2025.

He is currently working on his forthcoming book.

Connect with Adam on LinkedIn and Instagram and follow Zero to One Networker on LinkedIn and Instagram.

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Greater Perimeter. It’s time for Greater Perimeter Business Radio. Now here’s your host.

Lee Kantor: Lee Kantor here with Adam Marx another episode of Greater Perimeter Business Radio, and this episode is brought to you by 0 to 1 networker helping founders, funders and operators build the strategic relationships and access that move businesses forward. For more information, go to 0 to 1 Networker. What a great show you got today!

Adam Marx: Yeah, I’m excited for this one because it’s it’s been a long time coming and I’m so excited. In fact, we’re just going to jump in, uh, and I, you know, I have Avoilan Bingham here with me today, and I’ll let him introduce his multi-hyphenate job title, as it were.

Avoilan Bingham: Absolutely. Uh, Adam, thank you for having me. Yeah. Avoilan Bingham, general manager and investor, would drive capital where I lead our early stage investment practice for Atlanta and the southeast. Also president of Atlanta Tech Week, Atlanta Tech Week this year, August 9th through the 14th all across Atlanta. So more details at Atlanta. And in addition to that, community director of AI tinkerers, where we have a monthly meetups with the best builders, technical builders in Atlanta. So product people, developers, engineers, founders, investors, people who are leveraging large language models and generative AI to build the future of technology. And we have the pleasure of hosting them at the Biltmore. Shout out to the Biltmore Innovation Center, and we host them on a monthly basis, talking about kind of all things tech, presenting all the new and crazy things that are happening in the world of AI and technology and, you know, super excited to be a part of those organizations and really excited to be here today.

Adam Marx: Now, this is like, how do I follow that? You know, it’s there’s so much good material there, and so much of it is overlaid with great relationships and building networks. I mean, let’s start let’s start with Atlanta Tech Week, right? Because I’ve had the pleasure and the honor of speaking at Tech Week for like the last two years, since since the inception, there’s always, I think sometimes a perception when there’s the word tech in the title or startups in the title, that it’s always going to be heavily technical and, you know, relationship building and network building sometimes can get swallowed up or somewhat outshined by sales marketing, those kinds of very important go to market strategies. But the network building component is something that you and I have had a very consistent dialog about for quite a while. And let’s talk about how that has informed Tech Week in the past till now, and how it’s going to inform it this year.

Avoilan Bingham: Yeah for sure. Yeah. Tech week I think when we think about community, when we think about relationships, when we think about networking, those are all really, you know, core to how we’ve been able to scale it. I’ve been with Tech Week. Now this is my we completed my second year last June. This will be my third year this upcoming August. When we think about the growth, it’s been through relationships. It’s been through knowing people like you like a text or a phone call or, you know, lunch, like, hey, like I need you, you know, I want to hear your perspective. And it’s been that just continued kind of growth through those relationships and networking from potential partners, speakers, potential partners to help with programing. It also has led to how we think about Tech Week, where we host Tech Week. Right. So there are relationships across the metro Atlanta area. You know, it’s not just tech week in downtown. It’s tech week. You know around the perimeter. It’s tech week in Peachtree Corners, it’s Tech Week, downtown and Midtown and Buckhead and all these really fantastic places. But that doesn’t happen without the relationships to drive that support, to drive that engagement.

Avoilan Bingham: And so as we’ve continued to grow Tech Week, we really see Tech Week as the platform to build on top of right and the platform. What I mean by that is we create and enable the opportunity for people to, you know, create experiences, create events. It’s not just our team hosting a bunch of events. Our team actually hosts a small fraction of the events that happened during tech week. A lot of people maybe don’t realize that, but the majority of the events that are happening are either existing programs. They’re community driven programing where people see, hey, I have an idea for an event. It maybe is not the most technical event, but it is adjacent to technology or given the current landscape, we’re all using technology in some way. So how do we think about applying that in a way that’s community focused and community led. And that’s really what’s kind of led to our success. And a lot of that, again, has been through that networking, uh, you know, aspect to help build community in that way.

Adam Marx: I mean, I think that I think the community is just a great word. Uh, but it’s also a buzzword. It’s also, you know, everyone wants to have community, um, and, uh, invest in community, and I’m all for that. But I think that we need to really understand that community and snap and it’s quick, you know, and startups and tech, we’re often talking about getting that that flywheel and getting that, uh, product market cycle as tight as you possibly can. And what’s been very successful in, you know, our dialog and I’ve seen this also, I assume, with, with Tech Week as well, and is taking the time to look for what is the right activation, what’s the right opportunity that makes sense for all the people at the table. So everyone comes away feeling like they’re winning. Because I think a lot of times people can get confused. You know, network building can sometimes feel like, well, if I help someone get a job or get an internship or have an opportunity, then I’m now losing something. When in reality this isn’t the NBA finals where someone’s going home unhappy. There are ways for us to figure out how we all can can find success and come away from that table as as winners.

Avoilan Bingham: Yeah. No. Absolutely no. You hit it right on the head. I think relationships are not a, you know, zero to, you know, zero sum game. Right. Like I think about those relationships as being able to to power not just you but the team around you, the community around you, the network of people around you. Um, it’s been important for us in our journey, um, with Tech Week and how we’ve been able to grow, um, you know, having a community of people that support us. And so as we think about what those relationships mean, particularly if we kind of shift the conversation to startups, you know, I work with a lot of early stage startups, invest in a lot of early stage startups, and it’s all local. It’s all relationship based, right? And it’s about who you know, who in your community that, you know, there’s a problem that they need a solution to solve. At this stage, it’s all about selling local. And so that’s a big a big focus when you think about like how do you scale and grow. Its with the community. We’ve seen that in the companies that we’ve invested in have also been a beneficiary of that as well.

Adam Marx: Well, you know let’s, let’s let’s jump on to that. Let’s talk about let’s talk about drive capital and your experience in venture capital. You know, in the venture capital landscape. Um, because I don’t know if our listeners may know, drive capital is based out of the Midwest, right. Um, and you can talk a little bit about that, but what I really want to start to cover is, uh, in the start up game, finding access to venture capital is often seen in a very kind of binary way. You get your pitch and then you pitch, and you either get the money or get the deal or you don’t. You move on. And from what I’ve seen, knowing a lot of people in venture capital, a lot of people in different kinds of financing, it’s much more long term because you may be just not where where they are, where that firm is. You may be a little too early, but there’s a way to grow that dialog. Or maybe you’re just not in what the industry that they the vertical that they’re in, but there’s an opportunity for them to possibly make introductions or keep an eye and help you out. So let’s talk about what you would say to startups regarding building relationships and maintaining those relationships, even when it’s not money right now in the bank?

Avoilan Bingham: Yeah for sure. I’ll give a little bit of insight on drive and then happy to to answer that. So a little bit about our firm Drive Capital, established in 2013, uh, based out of Columbus, Ohio. Uh, we are one of the largest venture capital firms in between the coasts. So we think of our kind of geographical footprint as far west as the Rocky Mountains, to as far northeast as the Hudson River Bay. So think like Toronto. Uh, when we think about the cities that we’re in, uh, I manage our Atlanta office, but we have office presence in Toronto, Chicago, Austin, Texas, and Boulder, Colorado. Uh, when we think about like, what we’re investing in, we’re investing in, you know, founders, phenomenal founders who are building the future of technology. Right? So thinking about companies that can become unicorns can become billion dollar valuated type of companies. How do we find and evaluate those companies in our geography and invest in them? And so these are companies that are leveraging AI today. Uh, these have been companies that have been in spaces like robotics, B2B, SaaS, fintech, healthcare, future of work. Um, and so like we’ve invested in that next generation of, of companies over the course of the last ten plus years. So, uh, really excited the work that we do, the companies that we see. And I’ve been with drive now since 2022, so have seen a lot, uh, shift. Uh, for context, I started with drive three weeks after I started ChatGPT three drop to the masses.

Adam Marx: I remember that.

Avoilan Bingham: That was just kind of like a blank moment, you know, for, uh, not only for our industry, but really for the world, you know, and we’ve seen just what that has looked like even in the course of, what, now, three and a half, not even four years. It’s upended almost every aspect of our lives. Right? So when we think about, like the advice to give to founders, a lot of it goes back to building something people actually need. Uh, not that they might like or maybe helpful or is cool, but is solving a critical pain point a critical problem in their business that the pain is so acute they’re willing to pay you to solve it, right? They’re paying you. You’re the Tylenol to solve the headache of whatever business problem that they have.

Adam Marx: Yeah. I mean, well, let’s let’s dig into the AI thing right now because especially in the tech space and, and around the network building space, you know, AI is like the new thing. And I actually just gave a talk recently, uh, a few weeks ago at, at evolve here in Atlanta. Evolve 2026. And it was around building and scaling networks against the backdrop of the age of AI. And I think that one, one of the things that can so often become misinterpreted is, you know, not being, you know, don’t be anti AI, but recognizing AI has limitations. And I think anyone who’s ever been on like LinkedIn or you know, we get I get all kinds of my email inboxes of war zone. And so I will find myself very consistently saying to founders, yes, look at how AI can help your workflow, but please don’t outsource every single relationship or every single potential relationship or dialog to AI. It is very, very clear when people do that and it is like an unforced error there. Especially when we’re talking about the dialog with people like yourself, potential venture capitalists who like deals don’t happen day one. There’s due diligence. There’s all kinds of figuring out what what are the details look like? What is the timeline look like? That takes time. And I think it’s really important for founders to understand that AI is this new shiny thing. It is not going to solve access and networking for you. You still have to put in some effort there to get in front of those people who are the people with the resources?

Avoilan Bingham: Yeah, I mean, AI man, it’s, uh, for me is is, as I talked about from my experience with drive, is really kind of shaped and colored, the type of investments that we’ve made across stages as a firm. Uh, when I think about, you know, the role AI has obviously leading a group by the name of AI tinkerer. So kind of deeply involved in the space. It is a transformational technology and the likes that many of us have never seen before. Uh, when we think about these technological shifts that have occurred over the course of the last, let’s just say, 30 years, you’ve got cloud computing, you’ve got mobile, you have the internet, you have these different instances where there’s been a technological shift that unlocks what’s possible. When we think about what we can build and what we have access to. And I think there’s no greater and really no more exciting time than right now. You can build almost anything that you want via a prompt, right to Claude to ChatGPT.

Adam Marx: Even other ones like base 44. Yeah, I mean, that’s crazy.

Avoilan Bingham: Yeah. And there’s. So there’s no better time to be a builder. I think anthropic has this commercial where there’s no worse time to be a problem in the history of humanity.

Adam Marx: That’s a great commercial.

Avoilan Bingham: Because of what you can build. But I think to your point, I think there’s also on the flip side of that, there’s no better time to build in person. There’s no better time to build in person. There’s no better time to seek out and build meaningful in real life relationships with people. Yeah, because to your point, we’re getting to a point where you don’t know if something is AI or not, and that’s whether it’s an email, whether it’s a DM, whether it’s a call, a phone call that you might receive. It’s getting harder and harder. Whether it’s video that you or, you know, content that you may engage with. It’s to the point now where it’s almost indistinguishable if you’re unless you’re like very, very like closely watching, you can easily be, uh, you know, manipulated into thinking something is real that’s artificial, or is an AI generated piece of content. So what you know is real is a conversation in person, which you know is real, is having a coffee with someone you know is real, is having lunch. Yeah, having a conversation with someone. So I think when you think about the value of in person, particularly for startups, as you start thinking about go to market, there’s no better presence than being in person talking about your value add, why your product is differentiated and who you are and what your brand represents. I think that’s a stronger, um, a stronger value prop than we’ve seen in the last several years. When you think about in-person versus, you know, kind of this age of being an AI.

Adam Marx: Yeah. Well, it’s I often think about it as kind of like this balance. It’s oftentimes presented as how many people do I know, how many investors, how many other potential co-founders, how many customers, how many people do I know? Kind of in any given network, a city or an industry. But I think a much more interesting question is how many people know me and knowing one’s brand and and just continuing to show up. I mean, I will often get now people say, oh, I know you. You’re you’re everywhere, you’re here and here and here. And it’s like, well, no, I can’t actually be everywhere at one time because, you know, I have a life and have to sleep at some point. But creating the perception of ubiquity is actually very doable. And so when you are in an ecosystem, especially now with this AI factor, I think it’s even more important. Like like you said, to double down on I know this is a real conversation with a real person who has real things of value. It’s not just a script that’s that’s, you know, behind the curtain. And I think it’s that I think that we’re we’re at the at the moment where Founders really need to understand that in order to not just get access, not just the introduction factory to potential funding or pitch opportunities or whatever that may be, but to scale and maintain those dialogs over time. We don’t spend enough time talking about that secret sauce. It will require a lot more focus and attention. Devoted to this is not necessarily the product development portion. It’s not necessarily the hiring portion. It’s the hey, we’re still on this radar portion. We’re still in this orbit portion. And that’s really critical to staying in front of the people who are running those conferences who have access to those funds.

Avoilan Bingham: Yeah. No. Absolutely. Absolutely. Yeah. It’s a it’s a big opportunity. Um, you know, and when I think about, you know, again, this dichotomy really this, this pendulum swing where if we go back, what, 2026? We go back six years ago and you had Covid and everything, you know, had to be digital and we had to stay in the house because we couldn’t go out for fear we were going to get sick to where we are now. And yes, it’s this AI component that has colored or is shaping every part of our lives. But that in-person connection is never, I think, been more powerful, particularly when you’re thinking about building a business, when you’re thinking about the types of partnerships and relationships that you want, you want something that’s in person. I think one of the things I would credit even our firm at drive, we’re big on in person, we’re big on in-person, even during the pandemic, where a moment like this to be in a room with someone, when you’re in a room that’s access, that’s, um, you know, the ability to close a deal, that’s the ability to take a relationship potentially to the next level when you’re in the room. Um, you know, like, I think going back to even, like, Teddy Roosevelt, the man in the arena, like. Yeah, that kind of thought process around, like owning a space and being the person to really own. You know, and kind of own that area.

Avoilan Bingham: I think it’s something that’s really powerful and it’s just as powerful now. I think, if not more so just because of what’s happening with AI. And the opportunity to to build in person is something that’s really, really, really valuable. And I’ll give you another example. Um, with AI tinkerers, we’re doing a hackathon. Um, and so this hackathon is about this platform called Open Claw. And so for folks who’ve been kind of paying attention to it, it’s really like this hyper autonomous agent that’s able to act on your behalf. And these agents can swarm, create multiple agents to do all types of things for you, whether it’s building platforms, whether it’s, uh, you know, executing tasks on your behalf. It has gotten to the point where they’re as good as like an actual team of people doing this on your, you know, for you. So we’re doing a hackathon to let people just create. What type of automations can you create? You know, using this platform. But what makes it so special is that it’s not just something you would do online. It’s, you know, it’s a hackathon, it’s in person. And so we got people coming out of the woodwork like, hey, can I get in? You know, can I get on the list? Can I be there? And it’s like, we’ll see. It’s not necessarily going to we’re not going to have the space to accommodate everybody. As much as it’s a.

Adam Marx: Good problem to.

Avoilan Bingham: Have, you know. But it’s one of those things where you’re seeing like man, like there’s just there’s just this desire for people to be in person and build with each other. And I think you’ve even seen that with how some of the top ecosystems in the country, you know, have been able to grow and expand. People want to be around other smart people. They want to be around other people, and they want to be in places that kind of foster that community.

Adam Marx: Well, let’s I mean, you mentioned you referenced drive and the drive philosophy a few few minutes ago. Let’s talk about that. I mean, what in your opinion, because you’ve been in the VC world for a while. I mean, since since I’ve known you, I think. And what do you think that venture capital firms that startups need to know, that venture capital firms. What kind of trends are they looking for within the context of when they’re looking to invest? You know, we hear about okay, I want a good product, product market fit, you know, a good team or whatever. Let’s take that to what are they looking for in terms of how to assess startups abilities, to build those networks, to cultivate those networks? Let’s take it away from the technical product portion right now and talk about are those firms, especially in the age of AI, looking for that factor? Not just a good internal team, but the ability for those teams to grow that that community. You know, it could be a customer base, but it could be a community of partners, Colleagues, um, local leadership, you know, whatever it may be. Is that a factor now that venture capital firms are really starting to look at in terms of a startup’s ability to grow?

Avoilan Bingham: Yeah, I’d say it always comes. I mean, I think the, the one and one a is, is team, uh, and market size. So do we have a team, do we have the right jockey? Are we betting on the right horse, um, that we believe could build $1 billion, billion dollar company? Like, I think that’s always kind of at the forefront. One a or one kind of depending on the market is how big is the market? You know, like healthcare as an example, you know, multi-trillion dollar market in North America, you could build a company that doesn’t capture .01 percent of that and still get $1 billion company, right? So those are always kind of like the two biggest focuses as you start to drill down. I think one of the things or themes that I heard from what you said and the question was kind of like, go to market and like, how do you think about approaching that? And there is an in-person, real life element of how do you capture and find people? What is your distribution channel to find your audience of potential buyers, of potential customers? How do you cultivate that? Within that? How do you sell? So we take the technical and the AI stuff out. Part of your job as a founder? To me, you’ve got to know how to sell. And that’s not just sell as a customer, that’s also sell because you got to hire people who need to also be as bought in to what you’re building, but you also need to be able to sell to investors, and you need to be able to sell to people and partners that are in that sphere of people you’re trying to get in contact with.

Avoilan Bingham: So that is a critical element and is a differentiator, right? Because there’s a lot of me too products out there, particularly with AI. It’s hard to differentiate a lot of times. So the the differentiation is going to come from, Yes. The technical, you know, technical or selling ability of that team. But then it also is going to come back to your ability to build relationships with people, durable relationships that get you an audience of your customers or potential customers in a way that your competitor can’t. And that becomes, in and of itself, a level of defensibility that allows you and potentially your business to capture market share. And so as I think about that, like, I’m certainly looking for those characteristics in the founders that we back up because I can give a really smart person, you know, half $1 million and they can go build something really cool, maybe even build something really useful that people will buy. But if they don’t have those other skills, people call them soft skills, but they’re tremendously valuable.

Adam Marx: It’s a misnomer.

Avoilan Bingham: Yeah, yeah.

Adam Marx: It’s a misnomer.

Avoilan Bingham: If you don’t have those, you’re going to be on the outside looking in. You know, as others know how to build those relationships.

Adam Marx: Well, it’s interesting because, you know, part of the part of what I referenced in the talk that I gave at evolve is if you look and I’ve posted a little bit about this, like, you know, on my LinkedIn and social networks, like if you look at some of the other stories that are coming out that came out last year, we’re still the beginning of 2026, but in 2025. And like from, you know, February, March, beginning of the year, all the way to like November, December near Christmas time. Stories from like Education week talking about like what are the big companies like Apple Microsoft, Delta. What are they looking for. Network building skills and relationship cultivation skills and what we what they’re calling SEL skills social and emotional learning. And then there was an article, I think, from Business Insider, I believe uh, in November of, of 25. So just a couple of months ago and it was a kind of an interview with some Goldman Sachs partners. And what are they looking for? Relationship cultivation skills because they’re looking at AI as a tool that can help fill in the gaps, fill in the blanks in a lot of the busy work, and allow for more time for their their team members to really spend focused energy on building those relationships, cultivating those dialogs with their customers, potential customers because they’re looking at something. We want a relationship of 20 years. And so these very large, well-known companies are literally saying AI is great, but also these quote soft skills like that’s what’s really in demand right now. And so when we talk about startups and tech, it’s not just, hey, I have a great product, you may have a great product. Are you showing up for the community? Are you showing up to to build the conversations that could lead to great partnerships down the road.

Avoilan Bingham: Yeah. No, I think it’s a really interesting point. And I’ll take it a step further. I think if I read between the lines on those comments, we are in a time where and there was a post on X about, um, the name escapes me, but really about just kind of like this shift that we’re seeing with technology. Um, and as we think about this shift where the AI is getting to the point where it can write its own software and code for itself, it doesn’t need a person. Like there was a report this week where Spotify said, like its top developers haven’t written code since December, which is like unfathomable to think.

Adam Marx: They edit the code now.

Avoilan Bingham: Yeah. They’re so yeah, as we think about like the skills that you need, like we’re in a place where you’re not going to see the same type of development work happening because they’re just going to let the AI do it, and you’ll have a human in the loop to a certain degree, but you’ll be able to reduce that workforce. If you look at what’s happening in technology at the enterprise level. They are lowering their headcount of human headcount because that CapEx is now going into I need to have a better, you know, more. We need to put more money into training. We need to put more money into compute upskilling. Yeah. Well, I’m saying they’re taking that they’re taking the money that they would have put into people and putting it into building the technology. So it’s not about upskilling in that instance. What I’m saying though, is there is going to be this there’s a future that is coming and is at our doorstep today, where if we’re not investing into these other skills, outside of technical skills, you’re going to replatform millions of people. It’s already happening. So a lot of white collar jobs, right? Jobs that at one point seemed untouchable because you had to have a level of education and certification, those white collar jobs in finance and in health and in, And, you know, legal.

Avoilan Bingham: Those jobs are going to be replaced and are going to be AI focused first. So it’s not so much about upskilling, but it is about what are the the I know we call them soft skills, but what are those skills that cannot be automated, those skills that cannot become AI ified. Right. And thinking about how to build those skills. Because in the future those are going to be extremely important, right? There is there’s going to be this intersection of AI and the physical world via automation that’s going to happen. But there’s some things AI is just not going to be able to do, and there are new jobs that are going to emerge. How do we position that workforce to take advantage of these new opportunities that are coming? And as we’re seeing the AI get better and better and faster and more intelligent and able to discern and do more the need and the opportunity to invest into this next generation of skills and in person relationship building is one of those skills that we need to spend a lot more time in, you know, supporting and investing in.

Adam Marx: Well, you know. But before we start to wrap up, I, I think that there’s something in that that’s really important because so a good friend of mine is, is, you know, an engineer and, and she said exactly what you mentioned that since, you know, AI has come out like they they’re team members, you know, they use Claude and she spends more of her time basically acting as an editor and going through that code and also needing to have the communication skills to go back to her team and say, this is it’s not exactly what we were looking for. There’s a context here, or there’s a nuance here that the AI missed, and we need to kind of kind of figure out how to maneuver it correctly so that what we’re building is actually what we’re looking for. And understanding that nuance and understanding that context is going to become even more important. So you know how to navigate management, how to navigate different personalities. These are relationship building skills and network building skills where you want to have a lot of different kinds of people in your network. You want to have the hard tech people. You want to have the local leadership people. You want to have the, uh, the legal people and the healthcare people like you want to have an understanding of how to make oneself or one’s company the conduit between different communities. And that will, when as it’s powered through AI, will help really fuel that network building capacity. Mhm. Um, I mean, I think that’s I think we should possibly leave it off there because we gotta, we gotta get you back on the show and have something more to talk about.

Speaker5: Yeah. Yeah. There’s, there’s always, always.

Avoilan Bingham: Plenty to talk about. Um, I’ll just kind of leave by. And again, thanks for for having me. Adam. Um, it’s been great to kind of watch your journey and your growth and, you know, your brand that you’ve built, which is really been so intentionally focused on network and community, which has just been awesome to see. So kudos to you and everything that you’ve been doing. Thank you. Um, and yeah, man, I’m always happy to talk. Uh, whether it’s drive, whether it’s AI tinkerers, whether it’s Atlanta Tech Week August 9th through the 14th, uh, we’ve got some really exciting things that are happening throughout the course of this year. So we look at tech week is not just a week. Uh, we really look at it as really the platform to build on top of. And, you know, the programing that we do reflects that. Uh, really with the focus on how do we build in Atlanta and make Atlanta the best place for builders to convene? Uh, and so we’re really excited about that mission, the work that we do, uh, you know, and it’s a labor of love to do it, but excited about it and yeah, happy to to continue to to speak about it. And I appreciate you having me on.

Adam Marx: Yeah. Well we’re going to have to get something going during during tech week. We’ll talk about that off the air. Yeah. Um, but for everyone who is less familiar with Drive or Tech Week, you know, where can they go and support you and then go and support these different initiatives?

Avoilan Bingham: Yeah. For sure. Um, you can find me on almost every social media platform. Uh, Avoilan Bingham. So av o I l a n last name. Bingham. Uh, I’m typically most active on LinkedIn, but you can find me on X. You can find me on IG there as well. Um, and yeah, you know, share a lot of comments, a lot of content. Um, we’ve got more on the way, but those are the best ways to get in contact with me.

Adam Marx: All right, well, we’ll do that.

Speaker6: Awesome. All right.

Lee Kantor: All right. This is Lee Kantor for Adam Marx. We’ll see you all next time on Greater Perimeter Business Radio.

BRX Pro Tip: What All Top Performers Have in Common

February 18, 2026 by angishields

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BRX Pro Tips
BRX Pro Tip: What All Top Performers Have in Common
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BRX Pro Tip: What All Top Performers Have in Common

Stone Payton: And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I know you pay a lot of attention – I try to as well – in watching people who are succeeding. I mean, identifying those top performers, identifying what they do, what they don’t do, trying to emulate it. In your experience, what are some things that all top performers do?

Lee Kantor: Yeah. I think top performers in all industries have something in common, and I like to look at sports as a kind of metaphor for business a lot of times. And something in sports that every top performer has in common with each other, they always have a coach. There is no top performer in sports that has not had some coaching at some point in time. No one does this on their own based on their own knowledge and skills. It just doesn’t happen. Top performers in every sport have coaches. That’s just the way it is. They wouldn’t even consider not having a coach.

Lee Kantor: But for some reason, in business, that isn’t the case. People need someone on their team to help them maximize their talents, to help prevent them from self sabotage, to help them get back on track when they stumble. But for some reason, business leaders are reluctant to get help from someone who has been there and done that. I mean, I don’t understand why entrepreneurs think they have to do this all themselves without help. There’s no shame in getting help.

Lee Kantor: A good coach can save you time. A good coach can save you money. And a good coach can save you a lot of frustration. Now, when it comes time to finding this trusted advisor, and when you’re investing in coaching, that’s where you’re getting is a trusted advisor, you have to choose wisely.

Lee Kantor: So, if you’re out there and if you’ve been involved in podcasting in any way and you’re frustrated by the results you’re getting, it might be time to consider getting a coach. And a good place to start is one of Business RadioX’s studio partners. We have been doing this work a long time and getting great results for our clients. We specialize in helping podcasters get results. So, if you’re a podcaster and you’re frustrated with your results, I highly recommend you go to one of our studio partners and ask them for help because they can help you get to a new level.

The Art of the Ask: How to Move Prospects from Interest to Commitment

February 18, 2026 by angishields

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Scaling in Public
The Art of the Ask: How to Move Prospects from Interest to Commitment
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In this episode of Scaling in Public, hosts Lee Kantor and Stone Payton, joined by coach Gabrielle Baumeyer, discuss strategies for expanding their business radio network. The conversation focuses on building authentic relationships with potential studio partners, overcoming hesitations in sales conversations, and the importance of community engagement. Gabrielle coaches the hosts on turning conversations into action by setting clear next steps and accountability. The episode highlights the value of timely follow-through, direct communication, and leveraging community to drive business growth, offering practical insights for entrepreneurs looking to scale their impact.

Gabrielle-BaumeyerGabrielle Baumeyer, ACC, CEWC has spent almost three decades coaching and consulting individuals and teams in achieving extraordinary results. She is a certified Executive Leadership Coach and works with executives to elevate personal as well as team performance levels.

Prior to becoming an Executive Leadership Coach, Gabrielle co-founded Reason2Race where she worked with over 500 companies and non-profit organizations to maximize their community impact. Her coaching and consulting work resulted in approximately 6,000 individuals completing 700 events and raising $8 million dollars for local and international causes, widening the reach of their mission driven initiatives.

Today, in her coaching, Gabrielle believes that every leader has different motivations to perform, yet most of them are only tangentially in touch with the purpose that is most beneficial, the opportunity to impact the lives of others. Her work with clients focuses on uncovering and discovering what will have executives, staff and board members not only perform at optimum levels but have those around them do the same.

For her achievements as a community leader, Gabrielle was honored with the Houston Business Journal Women Who Mean Business award. She was instrumental in supporting Reason2Race to win the small business competition presented by BBVA Bank and Houston Dynamo. She was recognized by Leadera Consulting Group as an Outstanding Woman in Business. As an Ironman Arizona finisher, Gabrielle was honored as a top fundraising athlete.

Gabrielle earned her coaching certification from CoachRICE of the Rice University Graduate School of Business and her Associate Certified Coach credentials from the International Coaching Federation. She holds a Bachelor of Science in Architectural Engineering from the University of Texas and lives in Houston, Texas with her husband Bill.

Connect with Gabrielle on LinkedIn.

Episode Highlights

  • Strategies for business growth and expansion
  • Building relationships with potential studio partners
  • Overcoming fears and hesitations in sales conversations
  • Importance of community building and engagement
  • The roles of team members in sales and strategy
  • The significance of direct communication and asking for commitments
  • Techniques for effective outreach and follow-up
  • The value of transparency and sharing experiences publicly
  • Insights on navigating objections and fostering genuine connections
  • The role of accountability in maintaining momentum and taking action

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from our flagship studio in Atlanta, Georgia. This is Ccaling in Public. The next 100 Business RadioX markets, featuring founders Lee Kantor and Stone Payton, along with some of America’s top coaches, helping them grow the network with real strategy, real lessons, and real accountability all shared in public. To learn more about the proven system that turns podcast interviews into a perpetual prospecting pipeline through generosity, not gimmicks, go to Burks Intercom and download the free Business RadioX playbook. Now here’s your host.

Stone Payton: Welcome to another exciting and informative addition of scaling in public. Stone Payton, Lee Kantor here with you Now join us as we’re a couple of minutes in with Coach Gabrielle Baumeyer, helping us identify our desired outcomes for this session.

Lee Kantor: So if we can land on specific things, that would be useful.

Gabrielle Baumeyer: Great, great. And if I say that back to you, Lee, are you saying you’re more comfortable in the process? So you like the building of the procedure? And then there’s the actual doing of the procedure, which is something different.

Lee Kantor: Correct. So that’s what I mean. That’s what I’m learning about myself that I am more, I get more I don’t want to say pleasure, but more it’s more fulfilling for me to build a machine than it is to build a widget.

Gabrielle Baumeyer: Yes, yes. Back to Stone’s reference of the big strategic picture, right? Okay, great. Well then, Stone, let me bounce back to you here. Give me a sense of how a conversation or two has already gone. Because you’ve been in this now for over 30 days. You’ve talked to some potential studio partners. Just give me a just a tiny snippet into how that world has gone.

Stone Payton: So the conversations have been very friendly and have, um, produced what I would characterize as a stronger relationship than most people probably have in a zoom conversation or something like that, but they haven’t landed clearly, uh, on the, the, the next steps that are going to either kind of, you know, ease them out of the pipeline and on a different relationship path or down to the, the next, uh, the next step. And so that’s why I feel so energized now is because that’s what we were working on the last couple of sessions is what can we do to remove. I, uh, I envisioned it, and I think there’s some truth to it that there was some fear or some perceived risk around taking the next couple of steps and exploring this opportunity. And now I feel very well equipped to address all of that. So I’m kind of it’s almost like if you if you go to your batting coach in baseball, shows you a few tips off to the side. Now you want to get back out there to batting practice and and take some swings. Right?

Gabrielle Baumeyer: Okay, okay. And you’re the you’re the batter in this scenario.

Stone Payton: Correct. Right.

Gabrielle Baumeyer: Gotcha. All right. Great. Uh, Lee, uh. Excuse me. Yeah. Lee.

Lee Kantor: Um, yeah, that’s the same thing. I mean, I’m, um, the two roles that Stone and I play in this, Stone is more, um, dealing with the sales and actually implementing some of the things that we’re talking about. And I’m more, uh, kind of working on the strategy and vision, that’s been our roles historically, but I’m trying to do more things tactically that give him more at bats.

Gabrielle Baumeyer: Okay. Gotcha. So you aren’t having the conversations with the potential partners, Lee? Yeah. Okay. Gotcha.

Lee Kantor: I mean, I’m having them.

Gabrielle Baumeyer: At some point in some level, but. Right.

Lee Kantor: But he’s he’s his, uh, he’s in charge of sales.

Gabrielle Baumeyer: He’s making the ask.

Lee Kantor: Right. That’s his role in this. Yes.

Gabrielle Baumeyer: Okay, great. Stone, back to you. Uh, how many people have said no?

Stone Payton: Well, they haven’t said no, which is part of the advice that we got is get them to say no. Um, there’s been a lot of the, you know, maybe in exploring it and that kind of that kind of thing. But, uh, in so far, no one has said a definitive yes in the last 35, 45 days, I guess I would say.

Lee Kantor: Or a definitive no.

Stone Payton: Or a definitive no for sure.

Gabrielle Baumeyer: Right. Yeah. I heard in one of the. I think it was in the call with Tricia. What you said, Lee. It was quite profound. You said we need to go out and get some some no’s. Mhm. Because then when you have some no’s the yeses follow and there’s some, you know, magical number role you know rule about that and that rule of numbers. But you haven’t gotten any no’s yet. So what do you think about that Stone.

Stone Payton: Yeah that’s that’s one of those, uh, tips that the batting coach showed me that I want to go try out. I just want I want more of them.

Gabrielle Baumeyer: Okay, great. Great, great. Okay, um, now, let me ask this. When you when when you all decided to do this endeavor, maybe you percolated on it for a little bit, and or maybe you had several questions about it and wonderings. And then at some point you talked to Tricia and said, hey, let’s do this quote, experiment. What would you say Lee made this time? Now the ideal time to do this? Because you know you’re doing something very distinct than what you’ve done before. So why now?

Lee Kantor: Um, part of the now is that we’re just getting older, and we’ve been doing this a long time, and we’ve been frustrated with where we’re at for a long time, and we just want to try more and more things faster in order to see what moves the needle. And, um, I’ve always been intrigued by this kind of, uh, publicly sharing what we’re what people are doing, uh, as a way, uh, number one, to keep doing things. And also, um, you know, by sharing it, we create content every day. So why not use what we’re going through as the content that we’re creating? So that resonated with me. Uh, we don’t have a problem sharing. Stone and I believe in generosity as part of our kind of value system, so being transparent and authentic is nothing new to us. That’s what we try to be all the time. So that wasn’t kind of a fear of giving away anything or sharing as some sort of fear based, uh, issue. So we were comfortable with that. And, um, you know, we feel coaches are, are one of our, our kind of avatars for successful partners. So explaining what we’re doing to coaches directly by being coached, and I’m assuming a lot of the listeners are either coaches or coaching clients. So we thought that that made sense. So again, I don’t want to keep putting on my strategy hat, but strategically, it made sense in a lot of different ways. And since we were working so closely with Tricia, who is obviously an experienced coach, that all kind of made sense. So this became this. It just made sense at the time to explore doing this in a way that aligned with, you know, multiple um, constituents values and objectives and outcomes they desired. So to me, it was like kind of a win win win all the way around.

Gabrielle Baumeyer: Okay, okay. Timing just happened to be right. Perfect storm. Right? Uh, Stone, how about for you? Why now?

Stone Payton: Well, yeah, I would echo what he said about racing the clock. I feel that way a little bit. And I guess that kind of dovetails into our legacy, my legacy. But also just on a day to day, you know, we’ve interviewed a lot of coaches over the years. We have relationships with a lot of coaches. We have coaches who are clients, and a few of our studio partners are coaches. But I can tell you all of that for me, validates the need has not faded at all. The value of what we can deliver. Coaches, consultants, execs. If anything, it’s grown. We’ve gotten better at it. But the and the need I think continues to grow. So I, I, I feel like I have every confidence in the world that going through this process is going to help us get better and better at helping more people faster. And the the safety net or the, uh, the the other thing that I keep in mind is if for whatever reason, this blew up and didn’t work and I said, forget it, it’s too much work and we already got enough money. And let’s just, you know, have our little lifestyle business, uh, just just doing what we’re doing and, um, and capturing it and being willing to share it, just people listening into this series, I think they’re going to benefit from that. So I guess I’m just saying the same thing, maybe with some different words of I think everybody in this equation wins to some degree, regardless of how it actually unfolds over time.

Gabrielle Baumeyer: Yeah, yeah, very, very well said on both of your accounts. And you, you bring up something that I’ve been, uh. It’s been on my mind ever since. Tricia asked me about doing this and invited me to this very unique, wonderful opportunity. I was on a plane and listened to the first call with Tricia, and I’m going to be very candid with you here both. Not like I wouldn’t be, or I need to preface that, but, you know, there’s two roles. I have two hats in this conversation. So let’s just call a spade a spade, okay? Y’all willing to have a conversation where we’re just going to call a spade a spade?

Stone Payton: Absolutely.

Gabrielle Baumeyer: Okay, good. Uh, I play two I have two hats in this experiment here. Obviously. One is I’m coaching you and I’m also prospect, am I not?

Stone Payton: Yes, I think so.

Gabrielle Baumeyer: You think so? Or I am.

Stone Payton: You am?

Gabrielle Baumeyer: Yeah, I am. So what I’d like to do in the next part of this call. And Stone, you and I have talked a couple of times and I kind of get straight to it. You know, it’s like, let’s call a spade a spade. Let’s be direct. Let’s not beat around the bush. Right, right. So what I want to share with you is that when I first listened, I said to myself something about, wow, would I be a studio partner? Because I thought, well, I’m a candidate. I mean, right off the bat, I’m a candidate. Would I do this? I wonder if I would do this and what would it take? And I thought that and lead to your point. Well, both of you, to both your points. As I’ve been listening and getting to know you, I’ve crossed a bridge And I have just really taken to the two of you. You’re you’re so authentic and so genuine, and you really do have a love and passion for making our community better. And as I kept listening, I kept getting more connected to you. And I kept getting validated that there are people like you out there who are people like me. And I go, well, I wasn’t expecting this. Wait a second. This is really interesting. I have to share it with these guys because in the calls where you were talking a lot in a good way, both of you talking, I go, oh yeah, that really that that’s pretty.

Gabrielle Baumeyer: That’s pretty genuine. Listen to Lee. Gosh he really does. He have? He has a love for people and gosh, Stone is just so hungry to put his arms around everyone and just hug the whole community. And I just got as I was listening to all the, the audio. I mean, I was just like, where’s the next one? I gotta listen to these guys some more because I’m just really engaged and I love this. And I go, wait a second, now I’m a better prospect. You know, and so I, I just couldn’t get it off my mind and off my heart to share that with you. Because to your again to your point is, as I’ve been getting to know you and your story, I’ve been seeing more of my values in you and it makes me want to participate with you. That’s somehow I mean, base level is this call. But man, I have just really, really found you intriguing. And what you’re doing? Just a little gold mine. Not little, but a gold mine. And the gold mine is is the two of you.

Lee Kantor: And thank you so much for sharing that with us. And I think that, um, and this goes to the heart of maybe why we were open to doing an experiment like this. We we have a lot of skills. One of which we don’t have is we are not great at bringing strangers into the community like somebody like you. I know in your past that you have built community. And you, you did that wonderful, um, uh, that project that you were working on for many years, uh, you know, with around running and nonprofits and helping grow a big community. Yes, that we don’t have that skill. Both we. Stone is more of an extrovert than I am, and I am not an extrovert at all. So being around people and and doing like one of the first things we talked about when we joined forces Stone and I, Stones like, I can’t wait to do a retreat with everybody, all of the partners. And that was like early on. That was something important to him for me. That wouldn’t have even occurred to me. Like, I don’t think in terms of let’s, let’s get a hundred people together in person. Um, but that’s for him that that works perfectly. But we have lacked a person that’s a true community organizer and a community builder. And I think that’s a hole in our swing, because I believe we do have something compelling and worthwhile.

Lee Kantor: And it would work in communities all over the country. But we’re lacking a somebody on the team that is good at bringing lots of disparate people from all over into one place, which, uh, which in your past was something that you were good at and that, um, you were able to achieve. So thank you for sharing what you’re sharing. And I and I’m glad that what we’re doing and saying is resonating with you. And we just haven’t been able to get the escape velocity. And maybe it was because we weren’t sharing our story enough publicly. And so this kind of validates the importance of doing this kind of work so that we are getting on the radar of people like you, and we need to find you and more people like you to raise their hand and say, hey, what about me? Can this work here? How do I get involved? That that’s what we’re trying to get to that escape velocity where we have people wanting to join us in this mission, because we think the mission is so important to put people in communities, to be the storytellers, and to be the voice of business in those communities, to help, um, these small to mid-sized businesses get the word out. They don’t. In today’s media landscape, that’s lacking.

Gabrielle Baumeyer: Yes.

Lee Kantor: There’s no one doing that from the sense of I’m trying to help you get the word out. Everybody is doing it in a way that’s kind of just appealing to anger and and catastrophe and bad things, negative things where we’re trying to just be, hey, this people exist. They’re doing good work. You should know about them. And that, to me, is more pure of heart and more positive and more beneficial to communities. If more and more people would lean into that and then create this type of outlet for those stories to be told.

Gabrielle Baumeyer: 100%. 100%. Uh. Anything else on that? Lee.

Lee Kantor: That’s. That’s all I got. So. Anything?

Stone Payton: No. Well said man.

Gabrielle Baumeyer: Okay, then. Stone, I want to go back over to you because I want to do, uh, we’ll call it a practice with you. Okay? You said that you wanted to have. You wanted to go out and get at. I’m not a baseball person. You want to go at bat more? Right?

Stone Payton: Right.

Gabrielle Baumeyer: Going a bit more. So, uh, how would you like to. Talk to me about being a partner right now and see what you see out of that conversation.

Stone Payton: So I’m learning. I really am learning and wanting to apply almost kind of the way you open this conversation. You know, you’ve you’ve expressed an interest in learning more. Tell me more about why or what it is that you’re trying to accomplish or what you would like to to see differently in your business in the coming weeks and months and maybe years.

Gabrielle Baumeyer: Yeah, great. Great. Uh, thanks for teeing that up. And I’m gonna I’m gonna expand it out a little bit more Stone. Okay. Uh, it’s it goes past my business. See, my business is. It’s an expression of me, but it’s not me. You see, it’s what I was is my belief. This is what I say. This is my calling, okay? My. This is why I’m here. Is for people to discover their greatness. I really do believe I was put on the planet for that. Because I want people around me to elevate and to rise up and to get that they are extraordinary in their own right, and they can find their self-expression, whatever that might look like. They have no barriers. And so my professional career has all been some kind of expression of that. It’s looked different. I’ve had different roles, worked at different companies, but it’s all really been in service of that is having people rise up and get there. Great. And so to your question of what I see, right. Was that your question what I see?

Stone Payton: Yes. And um, kind of the why you want to have this conversation and yeah, what you’re trying to accomplish.

Gabrielle Baumeyer: Yeah. So as I was listening and getting to know the two of you, not even in personally, we haven’t been in person. We haven’t been in a studio together. It’s only been audio. I’ve been listening and getting to know the two of you. I get that we are like minded and. And this is what I mean. I have a real passion for people, and I want people to have a bullhorn. And I want people to be known, and I want people to be to experience contributing in the community. And I am certain that most of us are inhibited in that. See, so I am a community builder. In one of my past lives, I built lots and lots and lots of teams, and it was to give them an opportunity to shine. And you do that. That’s what the two of you do. You give people an opportunity to shine one conversation at a time. A lot of ears might hear it at once, but you’re only having one conversation at a time, ever. That’s what we’re all doing. And that’s what interested me and is interesting. It is interesting is of interest to me in staying in communication and partnership and collaboration with the two of you, because we share the same values. Back at you, Stone.

Stone Payton: Yeah. No, no. That’s great. I’m I’m glad we’re having this this back and forth. I feel like the the balance of that conversation ought to continue to lean more into what you’ve been exploring. So I think I would ask, well, what kinds of strategies tactics are you?

Gabrielle Baumeyer: I’m gonna interrupt you Stone to interrupt you Stone. Let’s just have the conversation.

Stone Payton: Okay.

Gabrielle Baumeyer: All right. I would ask this, or the next part would be like this.

Stone Payton: Yeah. Okay.

Gabrielle Baumeyer: Have the conversation.

Stone Payton: All right. So as you’re getting more and more focused on achieving those ends, what kinds of approaches, strategies, tactics are you exploring and what, if anything, have you started to see and what you’ve learned about us? That’s that’s got your interest piqued?

Gabrielle Baumeyer: Yeah. Uh, biggest thing I’ve been taking action on is getting on stage. I’m submitting proposals for speaking engagements. I will go to organizations and I, you know, I become the committee leader. And that puts me on stage. And I’ve just been finding out in my later years. Lee. Right. We’re all getting older and wiser. I’m finding out in my later years I don’t have a whole lot of time here. And so what’s the fastest way to reach a lot of people is to get in front of a lot of people. And so I’ve been going down this journey of get on stage so that I can talk to more people. Now, I could easily map that on to what you do. I don’t know how many people are listening to this right now, but there’s more than one. It’s a it’s a way to amplify my voice. And that’s what I’m interested in, is amplifying my voice, because I do have a message that people want to hear.

Stone Payton: Well, for what my opinion is worth, I think your instincts are right on on track. I do think that teaming up with us might help you amplify your voice, but I think more foundationally, I think it will give you more access to more people in a deeper relationship with them faster, just tactically. For example, if you want more speaking engagements, maybe you could take a few pages out of our playbook and instead of waiting to be chosen or applying to be chosen, if, um, you kind of choose yourself and use the platform to build relationships with the people who book those speakers, build relationships with the. Yeah. And then sort of take, take that model of serving them first, building that relationship. And our experience has been then being invited to speak, being invited to, uh, run workshops, being invited to, to contribute to strategic conversations in their organization that just seems to come a lot faster and a lot more organically. At least that’s that’s been our experience. So yeah, I think your instincts are on track with that.

Gabrielle Baumeyer: Yeah. Great. Now, let me tell you this because, like I’ve said, I like to get straight to the point. Time is of essence, right? Yeah. I’m going to tell you why I wouldn’t become a partner. Okay.

Stone Payton: Okay.

Gabrielle Baumeyer: Because I’ve been thinking about this nonstop since I first got introduced. As I mentioned, is there’s why? To become a partner and then there’s. Why not to. It looks like a lot of work. It just. It looks that way. I don’t know if it is or not. I don’t know the see, but I, I have a pretty full schedule already. And so for me to fit something else in that’s foreign. Yes, I’d have the playbook. It’s a bit of a big bridge for me to cross. Now, I will say this because I do want to collaborate with the two of you. I mean, I’m I’m hooked. I do. I there’s no other way for me to say it. I’m like, why would I ever let these gentlemen bounce out of my life? That’s just ridiculous. So then I thought, well, you know, we already have a Houston business radio X. Uh, we already have one here, and that’s Tricia, and she does a bang up job with it. I know you because I came on her show. She followed your playbook, I’m sure. And I will go to the ends of the earth with that for that woman.

Gabrielle Baumeyer: Then I thought, well, maybe there’s something for me to do with her, but not, like, have my own show again. It’s a bridge too far for me right now. Then I thought, well, what if. What if I just funnel people to her? I have no problem doing that. I can just send all my people that I want, you know? I want their voice to be heard. I’ll just send them over to her. She’s already doing the darn thing. And I thought, well, maybe she’ll let me co-host one day or two. I don’t know if we could have some fun with that. Maybe we’ll do that. It, and that’s about as far as I got. Okay. That’s about as far as I got because if I start to think any further, then it becomes Gabrielle. Once you start in on a project, you go all in. Slow down. I’m one of those people. I will not take on a project unless I am absolutely ready to deliver on it 100%, if not, exceed expectations. So I’m very particular about what I take on. So that’s where I am. Stone.

Lee Kantor: Now, can I interject one second? You said something that is, um, I don’t want to say it’s of concern, but it’s definitely an issue that we, we hear is that this seems like an awful lot of work, and you’re kind of self-selecting out just based on an assumption, rather than having data to really prove or disprove whether that’s true.

Gabrielle Baumeyer: Yes.

Lee Kantor: Yes. Can you talk about what part of what you think we do or don’t do is kind of a lot of work. Sure.

Gabrielle Baumeyer: When? And again, as I’ve been listening and been hearing more of the particulars and the back end and all of that, I’m like, okay, they kind of take care of that. It still is not like baked in for me, though. And this is what I mean. I think of, okay, having one more platform to log into. Believe it or not, even though I’m a tech person, I’m like, one more thing to handle. One more password, one more set of conversations to manage. Are they coming on the show? Are they prepped? What are they? What do they want to get out of this? And then I got to follow up with them in full transparency. I have thousands of people in my contact list already. Thousands. And I’m already not following up with them to the degree I want to. So then I think if I did a radio show, I just have more people to follow up with. Oh my gosh. At this point, I don’t even want to go to networking meetings anymore, or I’ll only go if clients invite me. But I’m like, I can’t take on one more business card. I can’t do it now. It sounds, um, I sound dramatic about it and all, and there could be.

Lee Kantor: But you want the right people, right? Like, it’s not like you don’t want any people. Yes, the right people. And less of the wrong people.

Gabrielle Baumeyer: Yes, yes. And to your to your question, it’s like, what is it that it seems hard at face value. But again, I’m getting to know you more. I will give you that. But it’s still there. It’s like um. It’s as if. It. I have a sense that I could get the right people in the room. I have a sense that we could build a relationship, and I’m still thinking, but how much work is it really going to take? I just I just am there. How many people are really going to have to come on the show? And then I think, well, it if I’m looking at it from a let me build my business perspective. But if I look at it from, I really do genuinely just want people to have a platform to share themselves, because that would be the reason I do it. I ought to be quite honest with you. It like, yes, business on the other side of it. Absolutely. I want to feed my family, but to take on something of this level that can make this kind of difference in this kind of impact, it’s. I’ve done it before. I’ve done it before. To your point, Lee. In my past life, I’ve built lots of teams. I’ve pulled lots of people together, and it takes something. And this could. I’m telling you right now, this could be the like. All right, well, Gabrielle, if you really are serious about making a difference and you really are serious about lifting people up, put your money where your mouth is kind of thing. And then I go, uh, yeah, I would do that first by just sending people to Tricia. And that’s just where my head is right now. But I’m glad you’re asking me the questions, Lee, because those questions need to be asked. Because I’m confident I’m not the only person who feels this way, I can’t be.

Stone Payton: Well, this is really helpful to me, because I guess it didn’t even get on my radar that people would be considering it to be a lot of work. They don’t know what I know about this, the system, but I could I could see me thinking that about any other thing that someone were were bringing to me. But what it’s reminding me of now that I reflect on this, I think one of the things that I found incredibly attractive about teaming up with Lee 21 years ago, I don’t think I have the work ethic that you do, because what I saw in this is a way to get a lot more done with a lot less work. For example, you mentioned networking. If you see me in a networking event, somebody writing me a check to be there, you know, other than this one little thing I do here, do here locally, uh, and I will tell you this, if I had a Tricia in my market, I would lean into I would lean into that too. So let me validate that first move. I, I appreciate that, uh, I, you know, look, I have a tendency to feel like Business RadioX is going to solve world peace.

Stone Payton: So I look at everything through that lens. But my experience has been, and I think you’ll find our other studio partners experience has been that they can build those relationships, genuine relationships, a lot faster, a lot easier. They get to choose themselves. They’re not, you know, scratching and clawing for a seat at the table or to be seen. They’re in control of it all. So they get to choose who they want to be in relationship with. And the time investment. I mean, you get you get to choose what the time and energy investment is. But our experience has been the return on that time. And energy investment is far greater, far quicker than at least the traditional approaches to that, that, um, you know, that I, that I’m aware of and, you know, we can walk through any of the pages of that playbook or any of that process you want to walk through. But what this is but and just side note, just knowing that that probably is something that people are thinking that really hadn’t occurred to me. I don’t know if it has to you or not. Lee.

Lee Kantor: Yeah, well, this is the thing I think that some of of what your concern is and some of what the reality of what we do is. What we do every day by interviewing people is what coaches call discovery calls. But we call it an interview, and they might kind of land in the same place at the end of the day, but we just call them different things. So like an interview with one of our guests, especially if it’s a targeted interview and like, say hypothetically, you were like, I want more speaking engagements. And I get those through, um, let’s say business organizations or let me get it right from the horse’s mouth. Where do you get your speaking opportunities? What type of groups do you, um, you know, ask you to speak? Typically?

Gabrielle Baumeyer: Yeah. Yeah. Really great. Okay. I’m gonna I’m gonna we’re gonna take a turn. Okay. Before I answer that question, because you guys have just given us gold here. Both of you. You started to ask me a question, Lee. And that’s key. You want to ask more questions? Now I’m going to go back over to Stone and Stone. We’re doing. This is real life here, right? This is a real life scenario here. And you’re listening in. Now, I want to go over two things. Now, Stone, um, before I do that, Lee, what did you get from listening to Stone talk to a prospect? Me about becoming a partner? What’s one thing you heard from that?

Lee Kantor: Well, he bubbled up a concern of yours.

Gabrielle Baumeyer: How’s that?

Lee Kantor: Um. I think when he asked you about, well, you I think you, I don’t know, did you share, like, why you wouldn’t do it on your own? Or was that something prompted by what he asked?

Gabrielle Baumeyer: No, I shared, I said, like, hey, I want to do this somehow, but I don’t want to. It’s too much work and I just send everyone in Trisha or co-host with her.

Lee Kantor: Right. So when you I mean as a fly on the wall, it’s easy for me to see opportunities. Maybe he isn’t seeing when you’re when he’s kind of doing what he’s doing because he’s he’s focused in on the conversation and I’m just listening. So to me that was an issue that had to be expounded upon. Yes. And that’s why I brought it up to ask, you know, what you thought about it. And then I asked again for you to tell me how your process works. So then I can see if there’s a place for our system to kind of work into your existing kind of way of doing what you’re doing currently.

Gabrielle Baumeyer: Yeah, beautifully. You asked what it is like for me now so that you could have a conversation with me, Lee, to see what the mapping is of how you can make a difference with what I’m dealing with. That’s what you just like. I’ll summarize it that way. Does that sound on target?

Lee Kantor: Yeah.

Gabrielle Baumeyer: Okay, now you’re being a fly on the wall is invaluable, Lee. It’s invaluable for Stone, because now I’m gonna just go straight for the jugular here with you. Stone. Okay.

Stone Payton: Um.

Gabrielle Baumeyer: When I said, uh, when I said, God, it just looks like so much work, a question you could have asked was. Lee, what would you have asked when I said, man, it just looks like so much work.

Lee Kantor: I would ask you, what do you think that that entailed? Like, I’d ask you something about what you’re thinking work is.

Gabrielle Baumeyer: Yeah. And here’s another one. Here’s another possible question for you to ask. What would you need me to show you? To demonstrate how much work it is? What do you need me to show you? Because I already have. I’m being fully transparent with you. I already had in my head. I wanted to ask you, Stone. Well, can you just have me talk to one of your people and just let them tell me candidly how much time they spend on this sucker? I wanted to, like, ask you for that. And so, absent asking me questions, you’re going to give me information that might not apply now. Your I’m going to say it this way. You’re selling your product. Well, what I found is this. And you can see this. And when you do this, it. But see that that’s giving me information that I’m not necessarily ready to hear. Because what I wanted to hear at that moment was, what do people what amount of time do people actually spend on this? And see, Lee, if you’re a fly on the wall, you might be able to hear that. Now, I’m not suggesting that you’re being every sales call together and I’m calling them sales cars is just sales calls to make it, you know, simple. But you record all your conversations.

Stone Payton: We certainly can. Yeah. We have the ability to do this. Right.

Gabrielle Baumeyer: Which means then what?

Lee Kantor: That we can listen to it and see where opportunities are there that maybe, um, were kind of ignored at the in the moment.

Gabrielle Baumeyer: Yeah. And to put it more succinctly, listen to listen for the missed opportunities so that you don’t what miss opportunities. Exactly. It’s such a leading question. It’s such a not coaching thing to do. Okay. See, you two together are a super team. Lee has got the listening. Lee, you listen. I’ve been listening on these calls to how you listen and you listen. And Stone, you are the Energizer man. People want to be around you. People want to be your friend. I want to be your friend. I want to work with you. I want to be a part of of what you’re doing because you’re energetic and you just like you suck me in. Now, what are ways the two of you in real time, not conceptually, not on a process diagram in real time can maximize your superpowers. What y’all got?

Lee Kantor: Uh, we could do more of these episodes.

Gabrielle Baumeyer: Yes. In terms of what? What specifically?

Lee Kantor: I mean, it’s it’s communicating with people, um, by sharing what our view of things and, and kind of leveraging our individual superpowers, um, simultaneously.

Gabrielle Baumeyer: Yes. And then. And then what? We’re just spitballing here. I’m not, like, looking for a specific answer. I’m just. I’m getting you to think.

Lee Kantor: Well, I mean, ultimately, we have to get more people to, uh, be studio partners. That that’s that’s where the rubber hits the road. I mean, we can do this all day long, and we can get people fired up and and express interest and say, that’s intriguing or that’s interesting, or I wish that I could do that, but if they’re not kind of joining the team, then this is all kind of performance art, right.

Gabrielle Baumeyer: And what has people join the team?

Lee Kantor: They have to believe that this is real and that it’s doable and it’s going to benefit them.

Gabrielle Baumeyer: What else what actually has people say, I want to and will be on the team. What actually has that happen?

Lee Kantor: I mean, they have to believe that what we’re saying is true.

Gabrielle Baumeyer: Keep going. Now I am looking for a specific answer. It’s totally leading.

Lee Kantor: What actually help me out here. Because that’s I mean, that’s to me what I think is lacking. They’re not believing what we’re saying.

Gabrielle Baumeyer: I already believe I.

Lee Kantor: Already you’re not believing enough to throw your credit card across the table.

Gabrielle Baumeyer: Right? So what’s actually going to have me be a partner.

Lee Kantor: We have to say.

Gabrielle Baumeyer: Just said it. Just said it.

Lee Kantor: Gabrielle, do you want to be a partner?

Gabrielle Baumeyer: Thank you. That’s what it takes. You asked me if I want to do it or not. And you get my credit card. Lee. That’s the only thing I promise you. That is the only.

Lee Kantor: So you’re you’re you’re hypothesis is that we’re not asking directly. Do you want to be a partner?

Gabrielle Baumeyer: Yeah. And why do you. Why do you think I. What what has. Yes, that is my hypothesis. And what proof do I have of that?

Lee Kantor: Well, so far in this conversation, no one has asked you that. And and then and Stone to her point for you, a lot of what your background and belief is, is that you want people to want to be a partner enough that they ask.

Gabrielle Baumeyer: Thank you. Thank you.

Lee Kantor: What? Stone, what’s your take?

Stone Payton: No, I think that’s absolutely accurate. And this is really challenging my my thinking. I want to be available to address their concerns, their fears, their risks, but I this is kind of an, um, encouraging me to go ahead and ask. And even and even in the asking, I mean, even from the old days of learning how to trial clothes, just if they say no or, you know, I don’t know or you’ve given me something to think about at. Least I kind of know where I am in the conversation. And then I can ask. I can ask more. Um, more questions of it, but, um. No, you’re absolutely right, Lee. I probably play it out to, uh. Too long and wait for it to organically develop and for them to throw the credit card across the table. Before. Even before I ask.

Gabrielle Baumeyer: Yeah. And can I add something to that or. Lee, did you have something else you wanted to say?

Lee Kantor: Well, I just I mean, in your estimation, Gabrielle, do you think that that has to be that direct, or is it possible to build systems where people are like, hey, where have you been on my life, you know, how do I sign up? Because that’s a different type of positioning. And I know that in Stone’s Heart of Hearts, that’s what he prefers. He prefers to build something so attractive that people want to participate rather than have to say, you know, do you want to buy this?

Gabrielle Baumeyer: Yeah. Yeah. Well, how’s that gone so far?

Lee Kantor: It’s not going well.

Stone Payton: Not going well.

Gabrielle Baumeyer: You already have something beautiful that people would love to participate in. They just don’t know about it. The only reason I know about it, to the extent that I do, is because I have spent close to 12 hours studying the two of you. And for what purpose? So I could coach you for 55 minutes. Other people may. I could be wrong, but I don’t think other people are going to make that kind of leap.

Stone Payton: Right.

Gabrielle Baumeyer: Now. I’m going to go back lead to the word you chose you use, which is great, which is hypothesis. So you said my hypothesis. Is that what I’m that y’all aren’t asking for the credit card. Is that what you said? Or some version.

Lee Kantor: That we’re not asking? Like, do you want to do this? You know. Yes or no?

Gabrielle Baumeyer: Yeah. And then I and then I said, well, what evidence is what evidence do you think I have of that? And then you said, whatever you said, here’s the evidence. You don’t have any nos. If if you came, if you two came to this call and Stone, you said, yeah, I’ve been out there, I’ve been hustling, I’ve been talking, I’ve gotten 17 no’s. I would know that you are asking for. Will you please give me your credit card or some version of that?

Stone Payton: Right, right.

Gabrielle Baumeyer: But you didn’t. What are you now? See in that Stone?

Stone Payton: I think I need to ask more often earlier. And then and even even in the course of that conversation. Truly, my experience has been even when they say no or I’m not sure that doesn’t necessarily end the conversation, it just allows us to go a little bit deeper. Also, I can see, you know, framing up some of the conversation where I go ahead and, and and ask them, um, not just, you know, what makes you want to explore this, but, you know, why wouldn’t you do this? What are some things that would hold you back from doing? Go ahead and just hit it right up front. You know, hit it on the nose.

Gabrielle Baumeyer: Beautiful. Now can I give you another one? Because again, I’m playing, you know, I’m kind of teetering on two roles here. Okay. Yeah. How about this. You’re having a you jump on a call with someone and you say, hey, look, I’m going to be so bold as to tell you how I want this conversation to end. It’s going to end when my asking you to be a studio partner. But before we get to that, let’s talk about you.

Stone Payton: Right.

Gabrielle Baumeyer: And then now what have you done? If you did that.

Stone Payton: Well, you’ve set the expectation and it’s perfectly appropriate that I’m going to asking that question at some point.

Gabrielle Baumeyer: Yeah. And then you better ask it right. Because you told him you would and they’re waiting to answer it. And most likely, most likely how they’re in that call is thinking about how they’re going to say no. And then they bounce into thinking about, well, I could say yes. And then they bounce into no, but I’m going to have to tell him no because it’s too expensive, blah, blah, blah. And they, they’re, they’re, they’re, they’re, they’re ruminating on all that stuff which you want them to do.

Stone Payton: Yeah, I really do. And they and they don’t want to tell me no because they, I am kind of a likable guy. They they don’t want to. Yeah.

Gabrielle Baumeyer: Sure. And most often a lot sometimes this is what I found in my coaching practice. A lot of times people will tell me no or I want to do it later because they are just not ready to be their big selves quite yet. I and I, You can laugh at that. I say it little chuckle sometimes as well. But that’s true because then when they eventually do become a partner or a coaching client of mine, they say something to that effect. Yeah, I just wasn’t ready. I just wasn’t ready to actually step out and start that business or sell that business or get acquired or what? Like they just, you know, okay, well, when you’re ready for that result that you say you want, you come back and talk to me because I’ll be here. I’ll see if I don’t ask them. Hey, you want to come and do this? Are you in? I won’t know, and it takes, it takes, takes muscle building Stone. But you got it. You’ve been in sales before.

Stone Payton: Yeah, but.

Gabrielle Baumeyer: It does take asking. Okay, Lee, you’ve been nice. Quiet over there listening to every word. Where are you?

Lee Kantor: I’m I’m on board. I mean, I what I want more knows 100%.

Gabrielle Baumeyer: Oh, there you go. Okay, so then then, Lee, what are you going to do to make sure y’all get more knows?

Lee Kantor: I’m going to remind Stone that he has to ask more often.

Gabrielle Baumeyer: Yeah. Very good. Yeah. Very good. Stone, what are you hearing? What are you taking away from this?

Stone Payton: I’m. I’m taking away from this a commitment to ask early and often.

Gabrielle Baumeyer: Yeah. Yeah, yeah. Great. And you know what happens the more you do that.

Stone Payton: Right?

Gabrielle Baumeyer: What happens?

Stone Payton: You’re going to get your nose. But some of them are going to say yes.

Gabrielle Baumeyer: Yeah. And you’re going to get more comfortable with it. Stone.

Stone Payton: Right.

Gabrielle Baumeyer: And then what’s eventually going to happen.

Stone Payton: We’re going to get more studio partners.

Gabrielle Baumeyer: Which then has what happened.

Stone Payton: Going back to that legacy we’re trying to build and meeting that need that we’re seeing that wide open void.

Gabrielle Baumeyer: Yeah. Thank you. So if you really want to build that legacy, start asking.

Stone Payton: Yeah.

Lee Kantor: What about you, Gabrielle? Are you ready to build the legacy with us?

Gabrielle Baumeyer: I am, and it doesn’t look like this right now. Being a studio partner. Not yet. I need more. Learn more. I need to learn. I need to learn. Um. What it’s really going to take, I do, because, again, when I take on projects, I go all in and I gotta know what I’m going all in for. And so.

Lee Kantor: Would it be helpful if we got a studio partner, or you communicated with a studio partner and understood what a day or a week looks like?

Gabrielle Baumeyer: Yeah. It would. And I’d love for that studio partner to be Tricia, I really do. I do see I can see doing something with Tricia. I made up like, oh, first thing, I just send her people and then maybe do a co-host, if she’s even willing to do that. I mean, who knows if she would want to do that? I can see kind of getting to know the system and the process and like finding out where I fit and most, most important, Stone and Lee seeing and feeling and experiencing what this does, I start to see and feel and experience my people rising up. You give me a few of those. I’m good. I gotta see it though. I gotta feel it. Right.

Lee Kantor: Well, you felt it from a guest standpoint because you went through with, uh. So that’s what a guest experience feels like. So you’ve experienced that, but you haven’t experienced it from a I invite somebody on I asked. You know, I interviewed them and I shared their content and you get the feedback from them individually.

Gabrielle Baumeyer: Yeah, I haven’t experienced that yet. That would be a next step for me. Like that would be part of like the proof in the pudding, right? Because I’m not going to go into something that I am not clear about. I just said.

Lee Kantor: Right now, you.

Gabrielle Baumeyer: Shouldn’t.

Lee Kantor: I mean that there’s no reason to do it, and everything’s set up in a way that that’s something that that’s a dream that can come true. So I’m sure we’ll be able to make that happen.

Gabrielle Baumeyer: Yeah, yeah. Okay. Now I’m going to give you two an extra credit question. Okay. I’m going to give you two an extra credit question to answer how you want to answer. What are you noticing about how I am with this opportunity? What are you noticing? Like how am I about this opportunity? Just give me. I’m not again. Say whatever you want. But how am I about it? How am I being about it?

Lee Kantor: I mean, you’re intrigued.

Gabrielle Baumeyer: 100%. How else?

Stone Payton: And. And at the same time, skeptical or, um, just unanswered questions about how this fits into the rest of your world?

Gabrielle Baumeyer: Yes. Very good. Lee, did you hear that, man? His listening rights shifted. Lee. His listening shifted. He heard something that I never said. He could hear my skepticism. Stone, you do more listening like that. No one’s going to be able to tell you no.

Stone Payton: Good.

Gabrielle Baumeyer: Because if you hear my skepticism, then what can you do?

Stone Payton: I can find ways to to remove it or at least lessen it a great deal.

Gabrielle Baumeyer: There you go. You can work with me as a partner, as a collaborator, as someone who cares for me, to get me over a bridge that, you know, is a pretty awesome bridge to get over. Aren’t you clear about that Stone?

Stone Payton: Yes, I think so.

Gabrielle Baumeyer: Yeah. Then help me out.

Stone Payton: Well, I was just thinking, Lee, you know, we were talking about. Hey, we can make that happen for you, can’t we? In our systems make it pretty easy for her. Even at this point where she’s not actually a studio partner, to reach out to some people she really wants to build relationships with or rekindle relationships with. Use our stuff and invite them to be on like High Velocity Radio or something. And and in this case, maybe, you know, maybe at this point we’re not positioning her to do the interview, but she could certainly have a pre-call with them to help them get ready for the interview.

Gabrielle Baumeyer: Now you’re talking, now you’re talking.

Lee Kantor: Yeah, I mean that. So something we’ve been playing around with. And tell me your opinion on this. If this would be if you would go along with this if during the call, if Stone said, hey, I’m going to put into the chat, here’s a note you can send right now to some people on your LinkedIn to see if they’d be even open to doing with you.

Gabrielle Baumeyer: Yeah, yeah. What’s your question if I would do that?

Lee Kantor: Right. So if we were we’re having this conversation. Stone popped in the chat here, send this note to five people on LinkedIn right now.

Gabrielle Baumeyer: Yeah.

Lee Kantor: Um, and then you’d see for yourself in a day or two when people say, yeah, man, what do I have to do?

Gabrielle Baumeyer: Yeah, I would, yeah, I would, I would totally do that. And I heard that on your call with Tricia, And I was like, right on. That is such a smart idea. Wow, that is so smart. And quite frankly, to be quite candid with you, I was waiting for the one one of you to ask me to do that right now. Because as soon as I say I gotta see it work, I want to feel it. I want to touch it. I want to be able to, like, experience it. And I want my people to rise up. I was waiting for one of you to say, well, here, open up your LinkedIn. Here’s the message. Put it in. Now, Gabrielle, you’re so curious about this. Let us give you something right now. You see, there’s something about you all won’t. Um, there’s something about that. That. There’s just something about that that hasn’t clicked yet. Because I am really interested.

Lee Kantor: And it’s so funny because you’re saying you’re really interested. And I’m hearing at some point you say that, but at other points I hear you say, I’m not ready to pull the trigger.

Gabrielle Baumeyer: Absolutely.

Lee Kantor: So you’re obviously both it’s not you’re both and you’re not either or you’re you’re and it’s not or.

Gabrielle Baumeyer: I.

Lee Kantor: Am. And for us both Stone and I, I don’t know why, but we’re very sensitive to the hesitation part. And that’s the part we’re acting on, not the enthusiastic part.

Gabrielle Baumeyer: Okay.

Lee Kantor: And that’s an area Stone. I think that we have to get better at. We have to err on the side of if they’re both enthusiastic and skeptical, we have to lean into the enthusiastic side and that if we do that, then that’ll probably alleviate some of the skepticism.

Gabrielle Baumeyer: Beautiful. Yeah, it is an and it’s both. It’s both. And the enthusiastic part of me is, man, if I can get people in my community to have a bullhorn and have people just know that they freaking exist and have some people love on them and, you know, have my community build that way, that’s just great. And then I’m like, what do I have to do?

Lee Kantor: Right in your head, it seems like that sounds good, but it seems impossible. And then we have a tactic that is simple that, like, Stone could pop in a note right now into your into the chat, and then you would have a note you could send right now to five people and you would know in a day or so, um, if this works or not. And here’s the note Stone.

Stone Payton: Just say, look. What Stone did.

Lee Kantor: You took action.

Gabrielle Baumeyer: Thank you. I, I love you guys. I am I’m like, help me out.

Lee Kantor: I told you it was a dream that could come true. So now you have to take action and actually send that to five people. And then we’ll all know in the day or two if this works or not.

Gabrielle Baumeyer: All right. Let me read this thing. I’m putting the spotlight in an area I’d love to feature an upcoming episode. Simple. No pitch, no cost. Just create an existing relationship. Okay. I’m more existing. I’m sponsoring a Business RadioX. Uh, I’m sponsoring a business radio X show. Ah, that makes me sound important, I like that. Okay. This lady I knew immediately came to mind as someone who liked spotlight. Uh, yeah. I’ll send this right now. I don’t know who I’m gonna send it to, but I’m gonna open up my LinkedIn.

Lee Kantor: Right. If you send that to five people. See how many people at least say, hey, tell me more. And again, from a coach. Just put on your. We’re asking you to put on your your the media hat, which is now I’m the media. So now I have to find guests for my show. Right. Because I’m the media. That’s what the media does. Yeah. And then if you look at it also through again an and not an Or and I’m also a coach who do I want to meet and who would benefit from this. And whether that’s an existing client or a, you know a prospective client when they get the frame of, hey, I’m hosting this show and I thought of you. Their sales radar isn’t on there. Oh, I’m I get to tell my story radars on and someone’s giving me a gift. And then. So now your positioning is different. Um, a lot of things change when you’re the media and the coach. Yeah. And that’s what the. That’s what our offer is. When you’re the media, the media has some benefits. And this is one of them. You get to send notes like this rather than, hey, I’m a coach. Would you want to be coached?

Gabrielle Baumeyer: Yeah. Wonderful. I love everything you just said. Now, can I give you some feedback on that?

Lee Kantor: Lee, please?

Gabrielle Baumeyer: Okay. When I said, oh, yeah, sponsoring that makes me feel important. Oh my God, yes, I’ll do this. You kept talking. What’s something else? What’s another kind of response you could have to that enthusiastic like, oh, look at what these guys just did for me. What is another possible next step for either of you to take after I react that way?

Stone Payton: So there’s one that has to do with maybe asking a question about that and diving into that. But one immediate for me is I think I’m going to rewrite the first one so that it also just says you’re sponsoring, because that really seemed to.

Gabrielle Baumeyer: Yeah, yeah, that’s totally, totally right now. But I’m now I’m your prospect. And your prospect just says, oh my God, this is so great. Oh, little wonderful. What’s one possible next step for either of you to take after I react that way? Another possible next step.

Lee Kantor: I mean, I don’t have an answer, but I do have a question. What? What about the word sponsoring? Got you so excited.

Gabrielle Baumeyer: Makes me feel important.

Lee Kantor: So by being a sponsor, you feel important?

Gabrielle Baumeyer: Yeah. Yeah. Yeah, yeah. Anytime I’m sponsoring something, it makes me look like I’m, you know, out in the community, uh, putting putting my money where my mouth is and being a part of something bigger than I am. Because if I’m ever sponsoring something, it’s it’s something that I’m not in. I’m now putting my money in logo and name on it, because now I’m going to be part of that community. That’s what sponsorship really is. So it’s like, oh, wow, she’s sponsoring a radio show. Wow, that’s pretty cool. And. And she’s a she. Out of all the things she could sponsor, she’s sponsoring a radio show. And then out of all the people she could invite on the show, she’s inviting me. Oh, and it’s Gabrielle. Oh, because they already know and love me. I’m only going to people who don’t love me. I mean, love me, you know, colleague kind of way.

Stone Payton: Yeah. And what you’ll discover and what might be worth having a conversation about right there in the moment or after some positive experience actually doing this, you’re going to find that people that don’t never heard of you are also going to want to do it.

Gabrielle Baumeyer: Okay, Lea. Did I answer your question about thank you, Stone Lea, did I ask you a question about sponsoring?

Lee Kantor: Yeah. I mean, it’s funny because, I mean, we use the word a lot and then you you probably don’t use the word a lot. Um, no, just it it it has a different semantic weight to you than to us. And and I think that we’re seeing it differently than you’re seeing it. And, um, I think we’re underestimating it. And you’re. Yeah.

Gabrielle Baumeyer: Totally, totally, totally. What is one possible next step y’all could have taken after I was jumping up and down in my chair, so excited about this opportunity.

Lee Kantor: I don’t have the answer.

Gabrielle Baumeyer: Great. Uh, you want me to tell you, please?

Stone Payton: Yes.

Gabrielle Baumeyer: Stop talking and let me send the messages. Because I literally I got the message, got excited, opened up my LinkedIn, started to go through the list. And then Lee, you were still talking to me, so I stopped and then I started listening to you. And the message is still have not gone out because you’ve not given me an opportunity to do it.

Lee Kantor: See, son, I told you that’s why you have to be in charge of this.

Stone Payton: No, I think we found plenty I can improve on too. But she’s absolutely right. You know, I did have a mentor years ago. He used to say, once you make the sale, don’t buy it back. Thank you.

Gabrielle Baumeyer: Thank you. Okay, so now I’m your prospect. How are you going to end this call?

Stone Payton: Get those messages out. Let’s circle back around. I want to hear how it goes.

Gabrielle Baumeyer: Beautiful, beautiful. Okay. You want another way to do it?

Stone Payton: Yeah.

Gabrielle Baumeyer: Okay. Gabrielle, I know you got to go. And I know you want to get those messages out. When can you send them out? And let me tell you, um. Or when are you going to send them out? I know you’re excited about this. When are you sending them out? And I’ll say today. Great. But I gotta say, today, you leave it open ended. Stone, you’re. I’m gonna go convince myself not to do it after I go get a cup of coffee.

Stone Payton: Right. Okay.

Lee Kantor: So when are you sending him out?

Gabrielle Baumeyer: Thank you. Lee. Yes, yes, I’m sending him out today before 3 p.m..

Lee Kantor: All right. And at 301, we’re going to call you.

Gabrielle Baumeyer: No, you don’t even have to do that. Here’s what I like to do. This is what I do with my coaching clients, okay? I go, hey, you want some extra credit? Of course I want extra credit. Will you text me once you do that? We just let me know because I’m so excited for you. I it’s going to be fun hitting that button. You’re going to be, like, nervous. And it’s going to be exciting at the same time. But how about you text me, let me know. Let’s close the loop. Okay. They always say okay.

Lee Kantor: All right. So text Stone.

Gabrielle Baumeyer: Okay.

Lee Kantor: And, um. We’re excited.

Gabrielle Baumeyer: How about if I email both of you?

Lee Kantor: That’d be great. All right.

Gabrielle Baumeyer: Great. All right. Beautiful. Yay!

Lee Kantor: Well, Gabrielle, this has been a joy. Thank you so much for doing this. This has made my day.

Gabrielle Baumeyer: In what way? In what way? Lea, what makes you say that?

Lee Kantor: Because I feel like we have a next step.

Gabrielle Baumeyer: Which is.

Stone Payton: Actionable.

Lee Kantor: We will ask for more sales more often. And the next coach that comes on can ask us about that. And we will have a number, not a. Yeah, we should do that.

Gabrielle Baumeyer: Beautiful. Uh. That’s great. I love it, so definitive. A lot of power in that. Lea. Thank you.

Stone Payton: Let our listeners know how they can connect with you. If they’d like to have a conversation with you at some point.

Gabrielle Baumeyer: You bet. Great way is to find me on LinkedIn. I’m the only Gabrielle Bachmeier there. Uh, and if that if, you know, somehow the connection request doesn’t come in, just book a call with me on my website. It’s bachmeier coaching COVID-19 bau may wire coaching. There’s a book, a call button. It’s really simple. I want to talk to you, and you should definitely book a call if you’re thinking I shouldn’t book a call. So I look forward to hearing from you.

Stone Payton: Thank you so much, Gabrielle. We’ll be talking again soon. I’m sure this has been an absolute delight and incredibly helpful.

Gabrielle Baumeyer: Great. Likewise. I’m so glad to have been with you. Thanks.

Stone Payton: Alrighty. Bye bye.

Speaker1: Thanks for listening to scaling in Public. The next Business RadioX 100 markets. Are you ready to enjoy a steady stream of discovery calls? And finally, stop being a best kept secret? It’s time to step out of the shadows and watch your coaching business grow. Let’s fill your calendar ten discovery calls in a month, guaranteed. Go to Birr to download the free Business RadioX playbook.

BRX Pro Tip: 7 Mistakes New Coaches Make

February 17, 2026 by angishields

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BRX Pro Tip: 7 Mistakes New Coaches Make

Stone Payton: And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, what counsel, if any, do you have for people that may be a little bit new to the coaching business?

Lee Kantor: Yeah. This is some advice for new business coaches. I think one of the mistakes a new coach makes is not knowing their niche. A lot of new coaches try to appeal to everybody. And they’re casting this super wide net. And I think it’s much better if you kind of focus on a specific target audience that you can best serve.

Lee Kantor: A second mistake I see is undercharging and undervaluing the coaches’ value to the client, and that a lot of times that’s due to lack of confidence. A lot of new coaches set their prices too low, which I think can actually deter potential clients because they think that if it’s that low, it must not be good. So I wouldn’t be afraid of charging more than you think initially.

Lee Kantor: Number three is they shy away from discussing pricing because they are insecure or uncomfortable. A lot of times they don’t kind of just talk about the pricing and you have to talk about the money. Otherwise, your client’s going to think you’re not professional. Of course, there’s money to be talked about.

Lee Kantor: Number four, you don’t have a clear offer or a clear call to action. You have to explicitly invite potential clients to work with you. And you have to, you know, be direct and ask. You can’t just say stuff and just hope they figure it out on their own. There has to be a call to action.

Lee Kantor: Number five, I think a big mistake is they just rely on social media for their marketing and they’re just, you know, throwing this stuff out on social media. And they’re not diversifying their marketing efforts beyond just sharing stuff on social media.

Lee Kantor: And number six, they share their offer only once or just occasionally. I think it’s so important that you have to realize that potential clients are going to need you when they need you, so they have to have multiple exposures to your offer so that they can decide to buy when they’re ready to buy. So if you think that, “Oh, I made an offer and then I’m done,” you’re not done because the person just might not have been ready to buy from you today, but maybe in a month they are ready for you to buy so you have to send that offer again but you didn’t because you think you’re done. So send the offer a lot more often.

Lee Kantor: And the last thing I think is so important is most new coaches try to do everything alone by themselves, and they’re not seeking help or guidance from mentors or other experienced coaches to help them shorten their learning curve. A lot of people just struggle too long because they’re not asking for help themselves sooner.

Crystal Tenney: The Subtle Behaviors That Quietly Destroy Trust at Work

February 16, 2026 by angishields

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Crystal M.TenneyCrystal M. Tenney, DBA (Hon.) is a Neuroscience Practitioner, Executive Coach, and Leadership Strategist transforming the way leaders think, communicate, and lead.

As Founder and CEO of STRATOVANCE Leadership Intelligence Institute, she brings over 15 years of experience at the intersection of psychology, neuroscience, and emotional intelligence — equipping organizations to develop human-centered leaders who drive both results and trust.

With a foundation in therapy and applied psychology, Crystal is known for translating complex brain science into actionable leadership tools. Her bestselling book, Are You an A$$hole Boss?, explores the hidden toxicity of micro-negativity in leadership and earned her an Honorary Doctorate in Business Administration for its pioneering contribution to leadership science.

Through her signature NeuroVance™ Leadership Certification Course, Crystal offers a neuroscience-backed, self-paced program for executives and rising leaders, blending emotional intelligence, communication training, and strategic insight. StratovanceLeadershipLogoDesign-CrystalM.Tenney

Her core belief — “when leaders heal themselves, they heal their culture” — is reflected in her mission to cultivate conscious, compassionate leadership in every organization she serves.

LinkedIn: http://www.linkedin.com/in/crystalmarietenney
Website: http://www.stratovancellc.com

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Houston, Texas. It’s time for Houston Business Radio. Now, here’s your host.

Trisha Stetzel: Hello, Houston. Trisha Stetzel here bringing you another episode of Houston Business Radio is my pleasure to introduce you to my guest, Crystal Tenney, founder and CEO of STRATOVANCE Leadership Intelligence Institute, a neuroscience practitioner and executive coach helping leaders strengthen culture through emotional intelligence and brain based leadership. Crystal is best known for her coining the term micro negativity, which we’re going to talk a little bit about those subtle, often unintentional behaviors that quietly erode trust, safety, and performance inside teams. She brings a rare blend of applied psychology, neuroscience and leadership strategy to help leaders build self-awareness, improve communication, and lead with clarity. She is also the author of Are You an Asshole Boss? Micro Negativity in Leadership, and creator of the Neuro Leadership Certification, designed to help leaders rewire how they think, relate, and lead. Crystal, welcome to the show.

Crystal Tenney: Thank you for having me, Trisha. It’s great to be here.

Trisha Stetzel: I’m really excited. We have so much to talk about and I can’t wait to get started right away. Would you tell us just a little bit more about Crystal before we dive in?

Crystal Tenney: Sure. Um. Hello everyone. I am Crystal, I reside in the beautiful state of Maine. Um, I have my 14 year old son with me, a bonus daughter and my spouse. And we absolutely love it here. We We have the best of everything. We have the beach to the mountains, to beautiful hiking trails, and Maine will always be home for us.

Trisha Stetzel: Oh, I love that. I can’t get you to come to Texas, Crystal. I’m just saying, it’s so, so warm here.

Crystal Tenney: Yeah, well, you’re warm weather is very, very enticing because we just had a fluke snowstorm, which is beautiful. And we’re hoping the snow will stick around for Christmas this year.

Trisha Stetzel: Oh, I love that. All right, Crystal, let’s dive in, because I know everyone is curious, including me. What is micro negativity?

Crystal Tenney: Trisha great question and I love when I am asked this. Um, basically micro negativity is what I call the silent killer of culture. It’s not the big explosive behaviors we typically associate with toxic leadership. It’s actually the tiny, repeated moments people often overlook um, such as interrupting someone mid-sentence, taking credit for another’s work, dismissing or shutting down an idea abruptly and or prematurely. You’re looking at eye rolling, sighing loudly, um, condescending tones, which I know is pretty, um, widespread in company culture these days. Um, scapegoating is also a very, um, big one. Um, toxic positivity, which not a lot of people talk about, but it it’s it’s there, um, excessive micromanaging and just setting the subtle emotional message that makes an employee feel as though they’re not enough or they don’t belong there. And individually, these behaviors seem small, but collectively they create a deep psychological harm. From a neuroscience standpoint, micro negativity activates the brain’s threat response. So the amygdala fires up, signaling danger, and the prefrontal cortex, the part of the brain responsible for creativity, collaboration and problem solving, starts to shut down. To the nervous system, an emotionally unsafe interaction at work is processed with the same circuitry as a physical threat. I’m going to repeat that. So two of the nervous system and an UN. I’m sorry. An emotional, unsafe interaction at work is processed with the same circuitry as a physical threat. So when these toxic interactions become someone’s daily environment, they don’t just get stressed, they emotionally retreat. And that’s where you’ll see quiet quitting, which has been a buzzword, um, probably in the last couple of years. Um, disengagement, burnout, low morale and a breakdown in psychological safety. And not because employees lack motivation, but because they no longer feel safe enough to fully participate or show up as their full self.

Crystal Tenney: What I emphasize in the book is that leadership toxicity rarely starts with oblivious or obvious aggression. It begins with the unconscious habits, emotional leakage. Um, some you’ll hear me say that a couple times. Um, but that’s also with tone and micro reactions, negative body language, and just unexamined stress responses that leaders have carried for years. Micro negativity is emotional erosion, subtle, chronic, and deeply damaging over time. But here’s the part that most people don’t realize. Um, many of the leaders I’ve coached and also interviewed for my book Run Asshole Boss. They genuinely care about their people and their teams. They want to inspire their teams, not hurt them. Yet they’re completely unaware of how their micro negative behaviors and moments are breaking down trust and loyalty. And so that’s why I always say self-awareness is extremely crucial because you can’t change what you don’t see. And a simple way to become self-aware of your own blind spots is to ask yourself questions. Um, a great question is, um, let’s say. Oh, here’s one. Um, do people show up differently around me than they do when they’re relaxed and comfortable with other people? And if that answer’s yes, there’s some insight there, and it’s a powerful place to start. Um, in my book. Um. Are you an asshole, boss? I actually break down 40 micro negative behaviors with their psychological root, um, neuroscience patterns and practical strategies to identify and correct. I actually give you short term, um, immediate solutions as well as long term solutions as well, because once you become aware of your own micro negative blind spots, then everything about the way you lead begins to change and so does the way that people will experience you.

Trisha Stetzel: Oh my goodness. Okay, so number one, you’re going to tell us in a few minutes where we’re going to find your book because I need a copy of it. I feel like I’m over positive I heard you say that. And I’m sitting here going, uh oh, uh oh. Maybe that’s a challenge, right? Oh, absolutely. And please.

Crystal Tenney: So and I’ve had clients come to me and they say, I think I’m overly empathetic. You know what? What do I do? And I said, read the book and it gives you some wonderful insights.

Trisha Stetzel: Oh, I’m so excited about that. All right, so we’re leading into a place that I have lots of interest in, which, um, I know that you’re known for helping leaders develop their emotional Intelligence. So how does EQ actually change the way someone leads or the. The idea of knowing EQ and how they can improve it, and how does it prevent this micro negativity that you talked about?

Crystal Tenney: Absolutely. So emotional intelligence is truly the ultimate leadership superpower. And I will probably say that until the end of my days, because it’s actually very true. It gives leaders the ability to understand what’s happening like within themselves, but also around them in real time. So EQ isn’t just empathy, which is a little bit, um, well, it’s accurate, but it’s not 100% accurate. It’s not what it is completely, um, it’s emotional mastery. My apologies. Um, it’s also the ability to stay grounded, um, intentional and clear when pressure is high. So when leaders strengthen their emotional intelligence, They’re actually rewiring their brain. Thanks to neuroplasticity, the brain reorganizes itself around new habits. So when a leader pauses instead of reacting or chooses curiosity instead of defensiveness, they activate the prefrontal cortex. And that’s the part of the brain responsible for regulation, empathy, problem solving, and also thoughtful decision making, which in return calms the Magdala part of the brain, which is the brain’s thought system. And over time, it actually weakens those automatic reactive patterns like the snapping or interrupting I mentioned before. Shutting down silent treatments is also a very big one. Um, eye rolling, an even harsh tones. And essentially, if you remember anything, just know that emotional intelligence is the neurological antidote to micro negativity, because emotionally intelligent leaders show up differently. They validate ideas, um, acknowledge contributions, listen without judgment, communicate clearly, especially with their body language.

Crystal Tenney: And they handle conflict with tact and often, um, give feedback with compassion. Um, they adjust their tone and presence based on situations and creating that psychological safety and not a threat when you’re in their presence. And that safety is what fuels the innovation, creativity, as well as retention in a huge part of emotional intelligence is self-awareness. And this is going to be a word you’re going to hear me say probably a hundred times in, in our time together today because it is very, very true, um, understanding how you’re perceived, like how your tone affects others, what triggers your own frustrations and how your emotional state influences the entire team. So without self-awareness, micro negativity thrives in the shadows. With it, leaders can spot their blind spots early and then course correct quickly. And empathy, as I mentioned before, is another core component of emotional intelligence leadership. And it shifts the mindset from, um, like, what’s wrong with them to what might they be experiencing? So as I mentioned before, that curiosity instead of defensiveness. So that single shift, um, transforms the leader into an active listener, um, a patient communicator and an emotionally safe role model. And a great example of this would be, um, for instead of saying, you know, uh, what’s wrong with this employee? They’ve missed their numbers again.

Crystal Tenney: Um, an empathetic leader thinks. Mm. This is the second week they struggled. Let me check in and see how they’re doing and how can I support them. And often it’s it’s simple. You know, maybe their child has been sick and they’ve had a couple sleepless nights. We’ve all been there. Um, maybe they’ve been dealing with a quiet technical issue that’s slowing them down. Or maybe they’re just overwhelmed with their workload and they’re afraid to speak up. Um, but each scenario curiosity replaces judgment and supports replaces frustrations. So when leaders approach challenges from a place of empathy and helpfulness, employees feel safe to bring concerns forward before they become performance problems, and they feel valued and understood and supported rather than scrutinized or shamed. Um, one thing to note is that empathy doesn’t excuse poor performance. Um, I just want to say that right out of the gate, um, it reveals the root cause so leaders can address it effectively. Um, it’s also one of the most powerful tools for building trust, protecting morale, and preventing migraine negativity from taking hold in the first place. But here is a simple way to uncover your own blind spots. Um, becoming self-aware, obviously. But in doing so, pay attention to how people’s energy shifts when you walk into a room or when you speak.

Crystal Tenney: So if you notice people tense up or they go quiet or they start to overexplain themselves, there is valuable information to your own insight. And that’s the exact kind of insight that I walk leaders through in the book and through my coaching sessions. Um, recognizing the subtle patterns you can’t change until you see them. So ultimately, um, emotional intelligence doesn’t change what a leader knows. It actually changes who they are when they show up for their teams. So it upgrades their, um, internal operating system. Their presence calms rather than agitates. Their words empower rather than diminish, and their emotional state doesn’t spill over onto others. Their behavior builds trust instead of breaking it. So all in all, leaders who cultivate emotional intelligence actually reduce their team stress by 70%, 77 0%. Um, strength I know. Isn’t that amazing statistic? I have a few more, um, as we go through. They’re alarming, but also, it’s really great to have this information. Um, but it also strengthens cultures and eliminates micro negativity at the root, because micro negativity cannot survive in a leader who is self-aware, regulated, and emotional intelligence. And, you know, I want to end this part of the question by saying and making it known that leadership isn’t about authority, it’s about awareness. And awareness transforms influence, which is very, very powerful.

Trisha Stetzel: Yeah. Amazing. 70%. I was thinking in simple terms for me. Don’t be judgmental. Be curious. That is like this. This place that as leaders, we should all be. And I love that. This is such a powerful message, Crystal. So as we move into the next session section, I would love for you to provide your contact information. I know folks are already interested in connecting with you or at least finding out about your book. What is the best way for folks to connect with you?

Crystal Tenney: Oh, absolutely. Um, the best way to contact me would be through my website, which is WW. Com, which I will spell out, um, s r a t o r a n c e LLC. Com. Um, and the book is actually, you can order it through my website. Um, it’s also available on Amazon, Barnes and Noble and other online retailers. You know, worldwide. So if you can find it anywhere. And actually I’m very I look this morning Amazon’s having a bit of a sale on the book today. So if you were to order it um today or tomorrow, I want to say it looks like it was half off, which is amazing for anyone who wants to buy it right now. It’s a great holiday gift. I’m just going to throw that out there. Um, and it showed it would arrive by December 18th, so that’s even even great. Wow.

Trisha Stetzel: Amazing. Thank you. Crystal. All right. Are you an asshole? Boss? If you’re looking for it, there are symbols in the S’s that look like dollar signs. So if you’re looking for it, that’s the one that you’re looking for. And of course, you can look up Crystal Tenney as the author and find it there as well. Her name is spelled c r y s t a l a t e n n e. Y’all right, my friends. You are a strong woman leading in business, and you’re also mentoring other strong leaders and advocating for this emotional intelligence leadership that we just talked about. How do you see women reshaping leadership in this new era?

Crystal Tenney: Oh, I absolutely love this question, because women are reshaping leadership in ways that are not only powerful, but they’re scientifically proven. And they’re not doing it by mimicking the traditional, outdated models of dominance and force or checking, you know, um, characteristics in a check box or, you know, that mold, um, they’re doing it by bringing forward what the modern workplace actually needs emotional intelligence, connection, psychological safety, empathy, and human centered decision making. Um, From a narrow point, a neuroscience standpoint, women often have stronger um activation in regions of the brain responsible for emotional processing, empathy, and social cognition. That means, naturally, they excel at things that directly drive performance today, like reading subtle emotional cues. We’re very good at that. Diffusing tension, excellent. Communicating with nuance, balancing compassion with accountability, and making collaborative, inclusive decisions. Um, these are not soft skills. They’re actually strategic neurological skills. And organizations that leverage them see real results higher innovation, better retention, stronger engagement, and scientifically, significantly healthier cultures. But here’s the part that I find the most inspiring is that women are giving leadership permission to be whole again, which is phenomenal. Um, intellectual and intuitive and empathetic. Ambitious and emotionally grounded. So when women lead this way, teams feel seen. People feel valued. And workplaces become places where humans can thrive and not just perform.

Crystal Tenney: So in my book, are you an asshole, boss? I actually talk a lot about the blind spots and micro behaviors. And this applies to women too. And a woman can be powerful positive influence, or she can unintentionally undermine herself through defensiveness, perfectionism, and over accommodation and emotional shutdown. But one quick way to check your own blind spot is to ask, do people feel more confident after interacting with me, or less? That question alone can be pivotal. And in the book, I actually walk readers through the most common micro negative behavioral patterns that shape leadership presence without even realizing it. What women bring to leadership when supported, seen, and self-aware. It’s not just valuable, it’s catalytic. So women don’t succeed because they’re tougher. Women succeed because they are emotionally intelligent and emotional. Intelligent leadership is a new competitive advantage, and I want to just bring a couple women’s names into the picture because they they they walk the line, they were the trailblazers. And they still continue to do this every single day. And they are truly inspirational. Um, Indra Nooyi, who is the former CEO of PepsiCo. So she proves that, um, empathy, vision and human centered leadership drive massive business success. Brene Brown we all know her. We all love her.

Crystal Tenney: She’s the researcher, author, leadership educator as well. Um, and her work reinforces the message that awareness, truth telling, and emotional skills are the foundations of great leadership. We have Mary Barra, we have Rosalind Brewer, um, Whitney Wolfe Herd, founder and CEO of Bumble. Um, Sara Blakely, founder of Spanx. We not only love her, but her product is amazing. Um, but across industries, whether it’s tech or politics, corporate entrepreneurship, these women prove that emotionally intelligent leadership is not only effective, but transformative. Transformative. Um, they’re living examples of what happens when women embrace the wiring that makes them powerful leaders. And to every woman listening who might be hesitant about stepping into leadership, your natural wiring is not a weakness. It is an asset. Your ability to connect is a strength, and your empathy is influence. Your intuition is intelligence, and your presence has the power to transform a room long before you even speak. So that is phenomenal. Um, as I teach leaders, especially women, um, how to lead with grace, groundedness, and grit all at the same time. Because leadership isn’t about being the loudest voice, it’s actually about being the most emotionally aware. And when women lead with both heart and science, they don’t just change organizations or performance or culture, they change people’s lives.

Trisha Stetzel: Mhm. I feel so empowered right now. Crystal, thank you for that. That was so amazing. Um, and also exciting. Now, can we talk as we get to the end of our conversation today, I would like to talk a little bit about that transformation that you talked about. And so for even for the gentlemen who are listening or the women who are very interested in moving from being unaware as a leader to an emotionally empowered leader, what is the process actually look like that you take them through?

Crystal Tenney: Yes. Um, another great question. Um, so as you know, transformation is one of the central themes, um, in my book because it truly is the heartbeat of effective leadership. Um, leaders, as I mentioned before, they rarely set out to hurt or discourage the people they lead. Um, harm happens when leaders become unaware and unaware of their emotional patterns, um, how they how their presence, um, shifts in a room and unaware of how their behavioral is silently shaping the emotional climate of their team. And the good news, um, that is that transformation. Transformation is not only possible, it’s predictable. When leaders follow a clear process grounded by psychology, neuroscience, and emotional intelligence. And for the sake of our time here, um, that process unfolds in, we’ll call it three powerful phrases. So the first one, awareness 101 times I’ve said that, um, so far. But that’s the honest mirror moment. And this is the most challenging, but it’s also the most courageous step because it requires leaders to pause and ask themselves uncomfortable but necessary questions. Um. Such as like how do people actually feel after interacting with me and not the what did I mean? But what did I create? You know, the feeling, the emotion, etc.. So in neuroscience, this is actually called metacognition. And this is the ability to observe your own thoughts tone reactions as they are happening. Um, but leaders who lack these skills operate on autopilot, um, repeating emotional patterns without understanding their full impact.

Crystal Tenney: So awareness is liberating because it turns the invisible into visible. It reveals blind spots that have been quietly shaping culture, morale, and performances. Um, and here’s a challenge for some listeners is that if your team grows quieter, overly agreeable, agreeable, guarded, or tense when you walk into the room, you’re not inspiring trust. You’re actually activating their threat response, and that blind spot is worth exploring deeply. Um, number two for phase number two is accountability. So, um, without shame but with ownership. So accountability is where the transformation begins to take root. It’s not about blaming yourself or feeling guilty. It’s actually about taking responsibility for your impact. Um, accountability sounds like, um, even if I didn’t intend to harm, I understand that harm may have occurred and I am committed to doing better. So this requires leaders to connect critical, um, internal dots, if you will, of how their stress patterns spill into communication, how insecurity, shape, tone and decision making, how old leadership conditioning affects Effects responses and how emotionally reactive reactivity disrupts psychological safety. Um, psychologically, this is the moment where self-awareness because becomes self-honesty and accountability. Accountability. Awareness leads nowhere. So without accountability, um, growth becomes um, not inevitable. But with accountability, growth becomes inevitable, if that makes sense. Um, and number three would be rewiring the emotional operating system. So this is where change becomes visible and sustainable.

Crystal Tenney: Thanks to neuroplasticity, the brain can form new pathways, meaning leaders can retrain their emotional responses and behavioral patterns. Emotional intelligence becomes a skill and not just a personality trait. So emotionally empowered leaders will learn how to pause before reacting. Um, regulate their stress response quickly. Respond with empathy instead of defensiveness. We talked about that already. Communicate with clarity and steadiness. Create emotional safety in every interaction and model that calm they want. Reflected in their teams. So the shift is so profound that you can feel the difference in energy in the room. So unaware leaders drain energy. Empowered leaders elevated. Unaware leaders create fear. Empowered leaders create safety. Unaware leaders silence voices where empowered leaders amplify them. And so what does this actually mean? So transformation doesn’t require you to become someone else. It actually invites you to become more emotionally aligned, grounded, intentional version of yourself. So someone who regulates instead of reacts, empowers instead of intimidates, inspires instead of drains, builds trust instead of fear. Um, this emotionally empowered leadership and it’s wonderful and it is amazing. And you will watch your teams thrive. And it’s also the kind of leadership that transforms teams, families and communities. So leadership is not about perfection. It’s about progress. Every single person listening has influence. Whether you are leading a team, um, a business, a project community or just yourself, the same emotional principles apply everywhere.

Trisha Stetzel: I have enjoyed this conversation so much. Crystal, I think you’re going to have to come back so we can have another conversation around some of these things. It’s so wonderful to hear the connection that you’re making around this human interaction, whether it be at work or at home, and being more self-aware of the things that we’re doing. Thank you so much for that. Now, I know you have your book as well as your program, so tell us a little bit more or remind us where we can find your book. And I’d also love for you to tell us a little bit about your program so that we can cue that up for listeners as well, if they’re interested in joining that.

Crystal Tenney: Absolutely. And thank you so much for having me. This conversation has been really, really great. Um, so Where to Find Me is, um, my book. It’s also, I meant to mention it’s available hard copy and e-book as well, so you can buy it directly through my website at w-w-w. Com. I’ll spell that again s t o v a n c e LLC. Com. It’s available on Amazon, Barnes and Noble um, major book retailers. And then if you are ready to elevate your leadership or develop your team, you can also book services through my website, um, to explore leadership coaching, um, emotional intelligence training, corporate development programs, speaking opportunities. But if you want to dive deeper into a more transformational experience. I created Neurovance. It’s a nine module, self-paced emotional intelligence course where it helps you rewire the emotional and behavioral patterns that shape leadership. And it ends with a personal one on one coaching session with me so I can help you support your growth. Um, and answer any questions you have. And, um, once you complete the program, you will earn your new Neurovance leadership certificate, which recognizes your commitment to leading with conscious and emotional. Um, magistrate. You can also find me on LinkedIn, Crystal Anthony. And there I share, um, neuroscience based insights, leadership tools, and weekly content to help leaders not just succeed but matter.

Trisha Stetzel: It’s been fantastic. Crystal, thank you so much. I really enjoyed our conversation today. And you guys remember you can go to strata LLC to find all of the resources that Crystal was talking about. And are you an asshole, boss? You can find it. All of the the places that Crystal named off. I will also put links to both of those in the show notes. As always. Crystal, again, thank you so much for spending the time with me today.

Crystal Tenney: Thank you Trisha.

Trisha Stetzel: That’s all the time we have for today, guys. So if you found value in this conversation that Crystal and I had, please share it with a fellow entrepreneur, veteran or Houston leader ready to grow. And as always, be sure to follow, rate and review the show. It helps us reach more bold business minds just like yours. And remember, your business, your leadership and your legacy are built one intentional step at a time. So stay inspired, stay focused, and keep building the business and the life you deserve.

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