Business RadioX ®

  • Home
  • Business RadioX ® Communities
    • Southeast
      • Alabama
        • Birmingham
      • Florida
        • Orlando
        • Pensacola
        • South Florida
        • Tampa
        • Tallahassee
      • Georgia
        • Atlanta
        • Cherokee
        • Forsyth
        • Greater Perimeter
        • Gwinnett
        • North Fulton
        • North Georgia
        • Northeast Georgia
        • Rome
        • Savannah
      • Louisiana
        • New Orleans
      • North Carolina
        • Charlotte
        • Raleigh
      • Tennessee
        • Chattanooga
        • Nashville
      • Virginia
        • Richmond
    • South Central
      • Arkansas
        • Northwest Arkansas
    • Midwest
      • Illinois
        • Chicago
      • Michigan
        • Detroit
      • Minnesota
        • Minneapolis St. Paul
      • Missouri
        • St. Louis
      • Ohio
        • Cleveland
        • Columbus
        • Dayton
    • Southwest
      • Arizona
        • Phoenix
        • Tucson
        • Valley
      • Texas
        • Austin
        • Dallas
        • Houston
    • West
      • California
        • Bay Area
        • LA
        • Pasadena
      • Colorado
        • Denver
      • Hawaii
        • Oahu
  • FAQs
  • About Us
    • Our Mission
    • Our Audience
    • Why It Works
    • What People Are Saying
    • BRX in the News
  • Resources
    • BRX Pro Tips
    • B2B Marketing: The 4Rs
    • High Velocity Selling Habits
    • Why Most B2B Media Strategies Fail
    • 9 Reasons To Sponsor A Business RadioX ® Show
  • Partner With Us
  • Veteran Business RadioX ®

Dr. Kevin Dyson: From NFL Legend to Transformational Educator

February 2, 2026 by angishields

HBR-Kevin-Dyson-Feature
Houston Business Radio
Dr. Kevin Dyson: From NFL Legend to Transformational Educator
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

 

Kevin-Dyson-logo

Kevin-DysonDr. Kevin Dyson is the Founder of the Music City Academy and a former NFL wide receiver best known for the iconic “Music City Miracle” and being “One Yard Short” in Super Bowl XXXIV.

After his football career, he transitioned into education, serving nearly 20 years in public education, including as Principal of Centennial High School and Grassland Middle School in Tennessee.

Dr. Dyson holds multiple advanced degrees, including a Doctorate in Educational Leadership, and is passionate about mentoring youth and developing future leaders. He is also the author of Qualified, So I Am Justified: Redefining Success, and continues to impact communities as a speaker, leadership consultant, and advocate for student success.

Today, he blends his experiences as an athlete, educator, and executive to inspire individuals to overcome challenges, lead with purpose, and pursue their own definitions of success.

Connect with Dr. Dyson on LinkedIn.

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. So excited to introduce my next guest. Today’s guest is Dr. Kevin Dyson, a former first round NFL draft pick, educator, author, and now CEO of Music City Academy in Franklin, Tennessee. You may know Kevin from some of his most iconic moments in NFL history the Music City Miracle and the famous one yard shot play in Super Bowl 34. But what many don’t know is after the NFL, Kevin spent nearly two decades transforming schools as a teacher, a coach, and later as a principal at both Grassland Middle School and Centennial High School. Guided by his values instilled by his single mother, Kevin earned two master’s degrees and a Dr.ate in educational leadership, and today he leads Music City Academy with a mission to grow strong students and even stronger leaders. He is also the author of Qualified So I Am Justified, a leadership consultant and an in-demand keynote speaker known for turning his life experiences into lessons on resilience, purpose and character. Please welcome Dr. Kevin Dyson, educator, leader, and a man redefining what it means to succeed on and off the field. Dr. K.D., welcome to the show.

Dr. Kevin Dyson: Well thank you. You know, I gotta have you do all my intros, I appreciate that.

Trisha Stetzel: I love that I spend a lot of time on these to make, you know, make it feel good, because we don’t often introduce ourselves with that kind of, um, umph, if you will. Right. So you’re welcome. And I’m so glad you’re on the show today. Um, how about you start with just telling us a little bit more about you, Kevin?

Dr. Kevin Dyson: Well, I’ll start with, as you mentioned, someone in the intro, um, I’m the oldest of of a single mother. Um, and part of that, her trying to keep us in line was, uh, sports. So sports had always been an important part of my life. But she had one rule, and it was to maintain a 3.0 or be average or better. And, you know, like most kids and I’m the oldest, I challenge that. And she took sport away from me. It was basketball, which was my first love was basketball. And those are the kind of values that my mom was trying to instill. I think she wanted us to understand that yes, it’s okay to have dreams, but you can’t skip steps to attain those dreams. And I jokingly talk about, you know, this is in the 80s when this conversation was happening and this was pre-Internet, and my mom literally came home one day after the almost like day after two days after I professed that I was going to the NBA to buy her house, she came home with the statistical probability of me making it in all the major professional sports in the US. And you know those numbers like one and 2,000,001. It’s crazy, right? It’s like less than 1%. And I look back on that now and I recognize it wasn’t to, you know, destroy my dreams of making the professional NBA make the professional basketball. It was more to give me a sense of priority and something to attain without skipping the necessary steps.

Dr. Kevin Dyson: And so that’s always kind of been in me. Uh, like you said, I played in NFL. I moved to education, um, kind of really like a lot of players have retired from the NFL trying to figure out what your next identity. What’s that transition for so much of your life? Sport dictated your next move, and I just happened to fall in love with learning, which I never had before as a kid. I loved how I was able to have an impact on kids, even if it was a short term, but some I found it’s been long term from now. I’ve been in education a little over 20 years that you talked about, and so that impact is far greater than anything you can really do in life when you have those intimate conversations that you have with with young people along the way and you hope they listen. Uh, even your own kids. Right. And so that is, you know, why I have lasted as long as I have in education and moved up the ranks that way. It just became somewhat of my calling, if you will. And now I’m embarking on a new challenge where I want to expand that that that brand, if you will, that influence that inspiration. By starting my own charter school out in the greater Nashville area.

Trisha Stetzel: Yeah, I love that. So it started with mom pushing you in the right direction and telling you that you had to have good grades, and it really I see that throughout all of the all of the things that I talked about in introducing you, but even through the conversations that we’ve had. So thank you for learning those lessons. Thank you, mom, for teaching those lessons and then bringing those back to the students. So, um, what do you think is one leadership lesson from football that translates perfectly to the classroom or even the boardroom?

Dr. Kevin Dyson: Wow, that’s pretty profound. I love that one. You know, what’s interesting is a lot of principals, especially in the county I was at or former athletes, and I think that’s not by chance. I think there’s a deliberate, um, action for that. I think because of sport, the ability to collaborate, the ability to stick through the ability to meet goals. But I also think there’s a toughness that comes through being in hard times of sports, a resilience. And I think you have to have a set of resilience. You have to have a sense of resiliency. Um, in education and I mean, uh, in my time that I have been in education, I’ve been through, what, two pandemics, um, been through multiple not me physically been through a school shooting, but across the country and that climate in the world and how that is and that. And when you see those things, that trickles on down to everybody, not just the people that are affected by it. And we were affected by it here, like 15, 20 minutes from the school I was working at, at a at a school that was affected by that a year or two ago. And so all those things, when you’re having to rally people around, calm people down, be a shoulder, be a support, but also lead through those. I think there’s a level that you learn from sport, not how to not to get rattled, not to waver, to be a steady presence and lead.

Dr. Kevin Dyson: I think that’s why a lot of a lot of leaders or a lot of superintendents, like for their leaders and buildings to be at former athletes. Um, and I think that’s one of the things I’ve been most appreciative of is opportunity to express some of that leadership skills that, you know, you used as the captain of the football team, the captain of the soccer team, basketball, whatever it might have been. And, you know, there’s a level of responsibility comes to that because the guys that are not captains are watching you and it’s similar. You know, you know, when you’re leading a school or leading a corporation, the people that are you’re in care of are responsible for your subordinates, whatever. They’re watching you. And um, and I’ve, I’ve always kind of kept that in mind and taken it to heart. And if they’re watching me, I want to be able to say I’m willing to do whatever you’re doing. I’ll get my my hands just as dirty as you if I have to. So that’s what I think. I have learned the most from my time as an athlete to my time as an educator, and more specifically as a as a leader of a school, just just having a sense of resiliency and stick to itiveness and just keep pushing through.

Trisha Stetzel: Yeah, I love that. So tell me what your students have taught you about leadership?

Dr. Kevin Dyson: Patience. No, seriously. You know, um, you have your own kids and there’s a level of patience that you, you almost have with them because they’re yours, right? Um, but there’s a different level of patience when people are raised in different homes and they come collectively together and you’re trying to come to a common goal or common goals, whether it be academic achievement, test scores, attendance, whatever those goals are. And you’re trying to mold young minds and things of that nature. Uh, you have to be patient, I think. You have to understand and get a level of understanding from, uh, just how people are. Uh, not everybody sees the world as you see it. You gotta recognize that and try to see the world from other people’s lenses. And I think that’s been one of my greatest assets as a leader, is being able to be compassionate to all people. Um, and appreciate all walks of life and just being able to be a soundboard, listen and just pay attention. And when you pay attention, you be able to have a sense of patience to work through some things. You can change the narrative of whatever that is bad, good or indifferent. You can kind of change that narrative if you just listen and be patient sometimes. Uh, sometimes I can be too patient. Sometimes I can be too laid back, and I understand that about myself. Um, but I am a I try to see things from all angles and not rush to Two decisions. Not rush to making a move. Drastic move just to make it. Um, and I sometimes be perceived as, um, laid back, but, um, man, just dealing when you’re dealing with teenagers because hormones changing, girlfriend changing, social media changing, you just got to learn to be patient and work through those things.

Trisha Stetzel: Yeah. So much has changed since the 80s, hasn’t it?

Dr. Kevin Dyson: Just a little bit.

Trisha Stetzel: So much. So much. Well, and this this conversation we’re having really speaks to not just your leadership, but also your purpose and your character. And I think it, uh, really rounds out who you are as a leader. So can we talk a little bit about your book qualified? So I am justified. You redefine success. Um, how has your own definition of success changed across your life? Chapters.

Dr. Kevin Dyson: Man, that’s that’s kind of what the book was alluding to. Um, when I first retired from the NFL. I knew doors would open for me. Of course I wanted to coach, but when I settled in on secondary education and I was coaching from a high school perspective, I knew doors would open for me. But I also knew I wanted them to remain open. So I wanted to go back to school and get qualified because I didn’t know what I was doing other than I knew football. I didn’t know education. And so I was justified for the opportunities that came. And that’s kind of how the book kind of started. And within that, though, I’ve learned a lot of things about myself from an emotional standpoint. I, you know, I think I cared a lot about a lot more about what people, how they viewed me. Um, if I was disappointing people, you know, I was the first receiver taken in the 98 NFL draft ahead of one of the greatest to ever do it, Randy Moss. And so much of my identity was from myself, other people. I believe people thought this. And whether they did or didn’t, I believe to be true. Um, that I was always chasing his shadows. And then I have injuries and I could never play catch up. I could never catch his shadow because I’d have a setback after setback after setback that eventually led to me retiring early, and I had a hard time dealing with that internally.

Dr. Kevin Dyson: Externally, people didn’t know, but internally I felt like I’ve let a lot of people down. I let my teammates down, let my family down, even myself, because I didn’t amass the career that I had envisioned for myself. And I had some moments, as you mentioned, with the miracle and the one yard short and and things of that nature. But I also wanted that extensive career to, to validate me being picked 16th overall. And so through that in the book, it just kind of transformed to I had to reinvent myself. I had to humble myself and start, start fresh, find a new passion and then delve into that and get better at whatever that is. And that’s what I hope I’ve been able to do. I think I still got lots to learn about leadership, and sometimes I have the crutch of good people around me to support me, and I leverage that. And I can do better with being more assertive on my end. But, um, but I’ve I’ve learned through this process, though, man, reinvention is hard. There’s a process. And if you’re not willing, if you don’t take the time to allow it to, to develop and and transpire like it’s supposed to, a lot of guys lose that sense of purpose real, real fast.

Dr. Kevin Dyson: And that’s when a lot of things happen. And I’ve been pretty fortunate that I found a new passion. I found a new purpose. And and, um, it’s continued to grow and it’s leading me down this journey of starting my own school, um, 50 years old. And if you told my 30 year old self when I retired from NFL that when I turned 50, I’d be here starting my own school, I’d have thought she was crazy. I really thought I was just going to teach and coach and maybe be an athletic director for for 20 years and retire and and just go golf or and do random things here and there like I do. You know, I do radio, I do TV, I’ve done a lot of different things, uh, speak and all that stuff. And, uh, but now I’m here and I’ve had the opportunity to lead some schools and, and of course, with the people around me, I’ve had some success doing so. And now I’m here and I’m taking this new challenge. And I’m hoping the lessons that I’ve learned over the last 20 years longer than that, really in the last 50 years of life, um, and being able to and implement some of that into school and hopefully this school lasts for years even beyond me. So we’ll see.

Trisha Stetzel: I love that. Okay, so before we dive into I want to talk about Music City Academy. Uh, but I know people are already interested in connecting with you, Kevin. So what is the best way for folks to find you?

Dr. Kevin Dyson: Oh, well, so social media wise, Katie Dyson 87. That’s usually my tagline on everything. Um, of course I’m on LinkedIn. You can just search for my name there. And, um, as far as, like, this website’s, of course, Kevin Dyson. Com, that’s my personal website. Um, got the book and things like that and a little bit bio, a little bit more about me. And then, um, Music City Academy, and that’s the course. I love people to kind of go in there and see what we have going on. We’re still building it up a little better, but because we’re still new, um, and we haven’t even started yet, but, uh, people want to go there and find ways to support the school, be a part of the process. Reach out to me that you can go to either my website, Kevin Dyson. Com, or Music City Academy.

Trisha Stetzel: I love that. Okay, so what vision drove you to build the Academy and what makes the model of Music City Academy different?

Dr. Kevin Dyson: Wow. Uh, well, what drove me, um, was some stuff we’ve been talking about. You know, I’ve been a principal. I’ve been in education 20 years. And what I’ve seen in education is a lot of good people that want to do right by kids want to teach kids and they have passions for the content and the things that they are teaching. But a lot of times we are set by a set of rules or bylaws. Be in public settings, right that you have to do. You have to pass by. So you you almost become almost become cookie cutter in a way, because there’s certain things that you have to do every year. So the inspiration was, I wanted to do something, have an opportunity to do something a little different. And I wanted to take what I, for me, my personality would would have been the type of school that would engage me. You know, I did decent enough in school. I had like I said, my mom made sure we maintained a three or better. I, I was just just under 3.4 GPA and I and I say that because I was pretty good. Yeah. But really I didn’t I didn’t extend myself, you know, I played the, the game where if I had chemistry, I made sure I had home EQ or or art or something to balance it out, you know, to make sure I was going to get my B average. And I didn’t do any advanced classes because I just didn’t I didn’t think I was smart.

Dr. Kevin Dyson: And I just when I realized when you talk about intelligence, a lot of it is just stick to itiveness and motivation. And I learned that, of course, in my 40s. But so that was kind of what led to this journey of this school. And I’m taking a unifying power of sports and helping young student athletes find their academic passions to the lens of sports and turn that to excellence. And aside for that, I love competition. You want to build sports teams, and you want to build schools that kids want to come play ball with, but also get an academic experience that that’s a little bit different. And within the school, we’re going to emphasize the the totality of a person, the holistic view of a kid, the mind, body and soul if you will, and have resources within the school to make sure we’re matching that. Start today with some intentional time for kids to to really, uh, get ready for school, whether it be exercise, their advisory, their team, period, um, things of that nature to really just set them up for success in the day. You know, research says if you either meditate, exercise or take time like read or something to yourself before starting your day, you’re more likely to be productive. And I’ve kind of taken that sense and that model. And it’s true. If you if you probably do it yourself, you get up, you go for your run, you read your book, you have your morning coffee, you go to the gym.

Dr. Kevin Dyson: It sets you up for success for the rest of your day. And if you don’t do those things you recognize, you’re like, why am I sluggish today? What’s going on? It’s because your your routine is off. You didn’t get up and get your your blood flowing. Get your mind right. And so I’m just taking that that research and turning it into a purpose in education, um, and trying to do something a little bit different, encouraging teachers to use movement, um, to not just sit desk you encouraging them to use movement as part of their instruction. Uh, so kids are not just sitting and getting, I think, kinesthetically and and things of that nature. Uh, we all learn a little bit different. Um, I have learned this over the years of myself. I if I’d have known this when I was younger, I might have helped me out. But I’m not necessarily a sit and get guy. I could do it more now that I’m older and I recognize it. Um, but as a kid, I probably would have done a lot better had they incorporate movement. That’s football, basketball, soccer, baseball. What other sports have I done in my life? When you learn plays or things like what are you doing? You’re moving and and it’s easy for me even now, I can learn plays instantly because I know the movement of it.

Dr. Kevin Dyson: And so that’s the gist of it. It’s just you just really taking the holistic view of a kid using unified power of sports and turn it into a purpose in it. And oh, and I guess I should mention failed to mention we’re talking about our career pathways. Career technical education will make some partnerships and maybe do some dual enrollment, some internships, some job shouting, job shadowing in the world of sports with Nashville has become kind of a Mecca for some professional sports teams. Plenty of colleges and universities, let alone the the rec leagues, opportunities for kids to delve into different professions within the world of sports. As a kid, the only thing I knew was professional basketball or professional sports. But professional basketball was the dream. I didn’t know the the wide variety of opportunities in the world of sports that I delve into now do sports talk radio. I’ve done TV analysis. I understand some of the things behind the scenes from camera work, journalism, uh, sports marketing, uh, sports, uh. Uh. Uh, what’s it called? Uh, social media marketing. There’s so many opportunities for kids to be in the world of sports. If you have a passion for sports, uh, that you can leverage that into a life post-secondary. And that’s kind of why I chose to go this path. It’s just, I think, to do something different from the typical, um, educational sense and provide what I’m passionate about, which is now learning and, of course, sports.

Trisha Stetzel: Yeah. Oh my gosh, you’re like turning the world of education upside down. I love this I think it’s fantastic what you’re bringing. Um, you mentioned that you’d been on a trip and you’re building relationships before we started our conversation today. And I’d love to know what relationships are you trying to build? Are there people out there listening right now, or people that they know that you need to connect with? Who are they?

Dr. Kevin Dyson: Uh, anybody that has a heart for kids, that’s on the broad sense, right? I think if you want to narrow it down, um, just if you very hard for kids. And you want to see them succeed. Um, in in the world of and I’m gonna say sports, but just in the world in general, I think I would love to connect with you, uh, we, you know, to do with your vision, it obviously it costs money. And and there’s going to be a time and place once we get the, the, the land or the building and things like that, you want to build it out, provide, uh, an awesome experience for kids from hopefully be open August 2027 and beyond. Um, and I would love to connect with people. If you have a heart for kids, if your heart for sports and or a combination of both or, you know, and what I found just talking to families is, uh, I had a young I had a lady tell me she’s, um, probably in her 50s. And she said, man, sports saved her son’s life. And and I can say something similar, you know, being, like I said, raised in a home, just my mother and seeing her grind and doing all those things. Sport was what kept me around. My motivation was to be able to provide for her, provide a home for her, and lessen her burden. And sport has always been a catalyst, and there’s so many lessons that you get from the world of sports and competition that that can be used later in life. And so anybody that just has a heart for kids, heart for sport, and want to see something come together between the two and look, reach out to me, like you said, for my websites and and things of that nature. I’d love to talk and connect so much.

Trisha Stetzel: Reinvention. I think we’ve we’ve had so much shift and change from the beginning of the story to where you are today. Today, um, how do you and I know you’ve written about that, right? The reinvention. You talked a little bit about it earlier, but how are you personally navigating all of this reinvention for yourself? And what would you suggest to others who feel like they’re ready for that?

Dr. Kevin Dyson: Wow. So I did a keynote, um, a year ago. And I was just talking about not being afraid to chase your dreams or chase whatever’s aching at you and letting go of. And it was, you know, acronym. And it was lead with grit. And the L is letting go of those things that that stop you from progressing to your destiny. And so many of us, we are scared to make that move because we’re comfortable or we don’t know what the what ifs are, the challenges along the way. And some of us are getting older. We don’t want to embark on those new challenges, even though our passion leads us in different ways. And so I think one of the whole things is one, you humbling yourself. And I think that’s first you gotta if you want to start over, you gotta hump yourself and say, I’m gonna start over and it’s not going to be easy. Two is let go of those things that stop you from even trying to, which is like letting go of the fear, letting go of the the naysayers, the the negative talk, the the the fear you have on yourself to go ahead and pursue your your purpose. You know, one of the things taglines I have on some of the shirts that I have on my website is you have you have the power to pursue your purpose.

Dr. Kevin Dyson: And I think we forget that sometimes because we let outside influences, you know, distract us. They, they, they give us alternate routes and, and things like that. And we forget. We we control our own destiny. We control our own, our own purpose. And you just have to go out there and realize you have the power to change it and and do it. And it starts with humbling yourself and realize you got a long ways to learn. And, you know, I go back to my first time in a classroom, my first time teaching I would have never thought I’d be in at this point, would have two master’s degrees or Dr.ate, and let alone starting my own school. And I had to reinvent myself. And I’ve had former teammates and friends that wanted to get something a little more substantial or getting the coaching. And one of the things that they asked me, what did I do? You know, how did I get where I was at? And simply put, man, I humble myself and started over. I had to start somewhere. I mean, and I didn’t know necessarily what my passions were back then, you know, I made it into fail and that was my passion, was sport. I wanted to play in the professional league was basketball, but football. And when you’re done. I was 30 years old and it’s like, okay, now what? And traditionally most guys, because you’ve been playing ball, you go into coaching.

Dr. Kevin Dyson: And I like most I sort that out. But it wasn’t in the plans for me. And when I got in, I started teaching kids and coaching kids. I was like, I kind of like this now there are some things I wish I would have done as a player set myself up for when I did retire from an entrepreneurial standpoint. But even still, those are not necessarily my passions. Those are kind of hobbies that help you create passive income and all the different things that come with that. It’s not necessarily my passion, though. Um, so having something that gives you a purpose and passion that’s crucial for anybody with reinvention. We all want to have a sense of purpose. And I think that is your ultimate answer is yeah. Humbling yourself. But does it give you a sense of purpose? Is what you’re doing give you a sense of purpose? If it doesn’t, then you’re not doing what you’re called to do. And I think that’s the ultimate dream is why we’re here on earth, to have our sense of purpose. And I know a lot of times money rules the world. And we we equate our purpose with how much we make. But that’s not always the case.

Speaker4: Mhm. That’s beautiful.

Trisha Stetzel: Thank you. Passion and purpose and I, I well I have one more question for you. Absolutely. Finish up today. How important is it for all of us to surround ourselves with the right people, as students, as leaders, as grown ups? How important is that man?

Dr. Kevin Dyson: You you you’re speaking my brain lesson. I one thing I have learned on this side of my journey is I and I mentioned it earlier, I didn’t leverage those that network those relationships as a as a college kid, meeting up boosters and people that shook and made the world go round. Right? Um, from a college perspective, all the alumni, things like that. And I think one thing I’ve learned as an educator is building on relationships inside the building and outside the building are crucial. You need you need partners. You know, um, one thing about me, I’ve been humble enough to know I’m not the smartest man in the room, and I never profess to be. And I’ve been fortunate enough to surround myself with people that are intelligent in other ways. You know, I have my skill sets, right? But I always compliment my my skill deficit with those that have those skills. And I think sometimes, again, it goes back to being humbled and knowing yourself. I think a lot of times people feel like I have to have all the answers as opposed to leveraging the network, leveraging your relationships with people, and utilizing their skill sets to compliment yours or your weaknesses or your your shortcomings and and working on those to become strengths, but leveraging those that are good at those sort of things. Like, I know people that are really good in organization and communication, like leverage that there’s people that are that are really smart in, in budgeting and finance and operations leverage that, you know, and just, you know, your skill sets and what your value is and bring that to the table.

Dr. Kevin Dyson: And, you know, if I can tell my younger self and what I try to tell my own kids and the kids that come in contact with man is if you make a contact, leverage that. And I still struggle with it. I need to get better at it, but send somebody a kind email, send them a Christmas card or a note. Um, make sure you stay in contact people. You just never know where that conversation is going to lead you to. And I’ve had people before come to me say, coach, and this is when I was coach. And so, you know, I’m Dr. Dyson, but, uh, coach, I did what you said. I sent an email that man, and they. The guy remembered that when I when I came in for internship. And now he’s working for this company. And so it’s just that simple because he remembered this kid reach back out to him with a purpose. And he was like, I appreciate that because so many kids come and go and don’t even appreciate the time they had. Now he leveraged it and he has a job now. So that’s that’s the ultimate thing, man. It’s just leverage your relationships and and network and just be genuinely kind to people.

Trisha Stetzel: Beautiful. Thank you so much for your time today Kevin. This has been such a wonderful conversation. Uh, throw out your contact information one more time where people can connect with you.

Dr. Kevin Dyson: Absolutely. Um, Katie Dyson, 87. That’s my tag on social media. And you can find me at Kevin Dyson. Com simply put. And then music city. Music city miracle. Music city academy. I’m so used to call it Mister Miracle. That’s it. Music City Academy plays off of that, of course, but it’s actually Music City Academy, so you can catch. You can find me there. Got it.

Trisha Stetzel: Thank you so much, Dr.. Kevin Dyson, CEO of Music City Academy. It’s been my pleasure to host you today.

Dr. Kevin Dyson: Thank you so much. I appreciate your time.

Trisha Stetzel: All right, guys, that’s all the time we have for today. If you found value in this conversation that Kevin and I had, please share it with a fellow entrepreneur, veteran or Houston leader ready to grow. And as always, please rate, review and follow the show. It helps us reach more bold business minds just like yours and 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.

BRX Pro Tip: Creating Urgency

February 2, 2026 by angishields

BRX Pro Tip: Evening or Morning Person

January 30, 2026 by angishields

BRXmic99
BRX Pro Tips
BRX Pro Tip: Evening or Morning Person
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

BRX-Banner

BRX Pro Tip: Evening or Morning Person

Stone Payton: And we’re back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, being an evening person, a morning person, talk about that a little bit.

Lee Kantor: Yeah. A lot of people, especially in the New Year, they’re like, “Okay, I’m going to set my alarm super early and be more productive in the morning.” But a lot of times these people are evening people, and they just are more productive in the evening. And it’s not that simple to just turn yourself into a morning person.

Lee Kantor: But a way to become more of a morning person if you are an evening person is to kind of use the energy you have as an evening person to make your mornings just work better. And a way to do that is to kind of preload tomorrow’s momentum tonight. So use your natural late-day energy to prep for the morning. Maybe set out your workout clothes or pre-make your coffee, or outline what your first task that you want to accomplish in the morning. And decide what that one thing is you’re going to knock out right when you wake up so the morning version of you just has to press play and begin, and they don’t have to kind of make any new decisions, that you’ve already set your morning person up for success by prepping the night before.

Lee Kantor: So, the key is to get as much done while you’re at your peak energy, so that you just have to kind of follow the plan when you have less energy if you’re not really a morning person. And this is going to kick off your mornings as productively as possible, and it works because you set yourself up for success the night before.

Breaking Through Analysis Paralysis: EOS Tools for Action-Oriented Teams

January 30, 2026 by angishields

HVR-EOS-Worldwide-Feature
High Velocity Radio
Breaking Through Analysis Paralysis: EOS Tools for Action-Oriented Teams
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

In this episode of High Velocity Radio, Joshua Kornitsky interviews Mark O’Donnell, CEO of EOS Worldwide. They discuss how EOS helps entrepreneurs and leadership teams clarify and achieve their business visions through a proven operating system. Mark shares insights on the importance of aligning personal passion and purpose with professional roles, overcoming entrepreneurial challenges, and the power of focus. He outlines EOS’s ambitious goal to impact 100,000 companies by 2035 and highlights tools for delegation, issue-solving, and building intentional cultures, offering practical advice for business growth and leadership.

Mark O'DonnellMark O’Donnell is a highly successful entrepreneur, CEO, and Expert EOS Implementer. He is the current Visionary and CEO of EOS Worldwide and has also served as Head Coach for the company. With over 100 companies under his belt, Mark has helped numerous companies achieve their goals and get what they want from their businesses.

As a serial entrepreneur, Mark has founded and sold multiple successful businesses. His passion for helping people live their ideal lives led him to his current mission of assisting 1,000,000 people with tools like those found in the Entrepreneurial Operating System (EOS).

Mark is a lifelong learner and an alumnus of Albright College, Northeastern University, and The Wharton School at the University of Pennsylvania. He lives outside Philadelphia, PA, with his wife, mother-in-law, three children, and his one-hundred-pound dog, Blue.”

Connect with Mark on LinkedIn.

People: Dare to Build an Intentional Culture
https://a.co/d/52Htj2F

Data: Harness Your Numbers to Go from Uncertain to Unstoppable
https://a.co/d/23ano61

Preorder:
Issues: Remove Friction, Fast Track Your Growth, and Ignite Your Greatness
https://a.co/d/jiJYJQi

Episode Highlights

  • Overview of EOS Worldwide and its mission to assist entrepreneurs and leadership teams.
  • Discussion of the current entrepreneurial landscape and challenges faced by businesses.
  • The importance of a stable, first-principles-based operating system in navigating complexity.
  • EOS Worldwide’s ambitious goal to support 100,000 companies by 2035.
  • The significance of delegation and the “Delegate and Elevate” tool for entrepreneurs.
  • The concept of aligning personal passion and purpose with professional goals.
  • The idea of the “adjacent possible” in innovation and continuous learning.
  • The EOS approach to issue-solving and the DIKW model (Data, Information, Knowledge, Wisdom).

About Your Host

BRX-HS-JKJoshua Kornitsky is a fourth-generation entrepreneur with deep roots in technology and a track record of solving real business problems. Now, as a Professional EOS Implementer, he helps leadership teams align, create clarity, and build accountability.

He grew up in the world of small business, cut his teeth in technology and leadership, and built a path around solving complex problems with simple, effective tools. Joshua brings a practical approach to leadership, growth, and getting things done.

As a host on Cherokee Business Radio, Joshua brings his curiosity and coaching mindset to the mic, drawing out the stories, struggles, and strategies of local business leaders. It’s not just about interviews—it’s about helping the business community learn from each other, grow stronger together, and keep moving forward.

Connect with Joshua on LinkedIn.

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Joshua Kornitsky: Welcome back to High Velocity Radio. My name is Joshua Kornitsky. I’m a professional EOS implementer. And your host. My guest today is Mark O’Donnell. Mark is the visionary and CEO of EOS Worldwide, and he has elevated his passion for for helping entrepreneurs get everything they want out of their business to a level that it’s all he does every day. And Mark is really here to help us understand how EOS Worldwide is dedicated to helping leadership teams clarify, simplify and achieve their visions. Mark is the author of People Dare to Build an Intentional Culture, which is part of the EOS Mastery series. Data. Harness the numbers. Harness your numbers to go from uncertain to unstoppable and then coming in April. Issues. Remove friction, fast track your growth and ignite your greatness. Also part of the iOS mastery series. Welcome, Mark. I’m so happy to have you here today.

Mark O’Donnell : Great to be here. Thanks for having me.

Joshua Kornitsky: Thank you. Um, so I want to begin at the beginning and ask you something that may seem silly, but, Mark, how do you define your role as visionary at EOS Worldwide?

Mark O’Donnell : Yeah. So generally it’s really the five bullet points on the accountability chart. Really the the one that people have, uh, sort of out of the box, if you will, right. As, as a visionary. But ultimately it is creating and inspiring the vision, taking it to the next level, enrolling implementers and the EOS Worldwide team into that vision and being the face of the company. So I do a lot of work, a lot of writing, as you mentioned with the books, I do quite a bit of podcasting and social media posting and all that kind of stuff, really just driving top of the funnel awareness to iOS as a system and as a method for getting everything you want from your business. I own big relationships and creative problem solving and things like that, so that’s generally my role. It’s not that I am the only source of vision. And as the third visionary at iOS Worldwide, it was really inherited right from Gino Wickman to Mike Patton. And now to me and taking that to every corner of the earth, that’s really what the role is more of an evangelist, I suppose.

Joshua Kornitsky: And actually, I would tell you that that’s the one that I think most clearly communicates because it’s on you more than anybody, to carry that vision out into the world. And also talking about the future, which we’ll get to in a little bit. But I want to start by asking you about the current entrepreneurial landscape that’s out there right now. And and I know that you have seen, uh, really from small companies all the way up to enormous organizations. When you look towards the future of that ecosystem, what do you see? How do you see EOS helping? Right. Sure.

Mark O’Donnell : And, you know, I’ve had a little conversation prior to starting the show, which is that EOS is based on first principles. And I want to start that conversation really rooted in that as a fact, or at least as far as we can see it. And so just to define what I mean by first principles. So it’s sort of like physics, right. It’s taking in removing all the superfluous things and deciding on what is signal versus noise, and you’re just removing everything until you can’t remove anything else. And then it just works over and over and over again because it is proven so. It is simple. It’s like gravity. It just works and there’s nothing really you can add to it that’ll change or modify it and make it meaningfully better. And so it’s just that, that sweet spot where it’s that solid foundation. All right. So and when Gino was creating this system and we get knocked by competitors all the time like, oh, they only have these 20 tools in the toolbox. They don’t add or create anything new, which is not necessarily true. We do add things as we go, but it is all based on experience and it’s all based on lever pulling, showing a tool or a concept to a client. And let’s go try that 100 times, a thousand times and make sure that we consistently get the results that we expect over and over again. So in other words, it is proven to work for any type of client in any environment that gets them clear on what they want from their business, and then they can go and execute on it in a more clear, focused way so that we’ll just accept that as the basis of first principles as it relates to business operating systems and tools.

Mark O’Donnell : Right. And when we look at the the macro environment that we live in, there’s just a ton going on. There’s a lot of noise all over the place, a lot of change with AI, you know, how is this going to affect my business? We have tariffs in some cases, you know, at the beginning of 2025 and a little bit now where people are very uncertain, there’s a tremendous amount of uncertainty that exists. And that’s been the case all throughout history. It’s nothing unique whether it’s AI or the internet or, you know, electricity or the steam engine, or the earliest I could find someone complaining about technology and how it’s going to ruin their life in the future is over with 600 BC, where someone was complaining about the introduction of the sundial. Like, it’s going to ruin our lives, our jobs are going to be disappearing. And you know, now we have to actually show up at a certain particular time and and our whole way of living is over. And so, you know, this is just human. And so the role iOS has in this turbulent environment that has always existed, it will always exist into the future, is to be that stable, first principles way of operating a truly great organization. It can be a business, it can be a nonprofit. It can be any organization where people are coming together to achieve a common goal. Eos is a proven system and method where they can systematically get what it is that they want. So that’s what I see. Our role is providing that simple, clear, proven, first principles based method to achieve and get everything you want from your your business.

Joshua Kornitsky: And thank you for that explanation. And as you look into a longer term view of how, say, over the next ten years, EOS might impact an ecosystem in just the United States, we’ll talk about the rest of the planet in just a little bit. But just in the US, what are the goals for the next ten years?

Mark O’Donnell : So our goal is our ten year target is 100,000 companies running on EOS by 2035. Right. And so 100,000 companies were at 31,000 right now. And I just want to sort of kind of give you the, the full view of what the impact that looks like.

Joshua Kornitsky: And that’s what I really and.

Mark O’Donnell : Yeah. And and so for implementers like yourself, there’s about 900 US implementers today. We’ve worked with 31,000 companies. And so we can just kind of do the math there and say, all right, 100,000 companies. The average client stays with an implementer about two years. The average implementer works with about 150 companies in their entire lifetime. Uh, in because about 10% of our clients will not make it through two year journey, about 80% will graduate from the process by design in, uh, that two years, and then 10% will stay with you forever. And so what ends up happening is implementers sort of go offline. You’re not adding that many focus days anymore. I think Geno hasn’t done a focus day in 7 to 9 years or so. He has, but he has a book of clients still to this day. And so when we think about that, we need about 5000 EOS implementers to achieve 100,000 companies running on EOS. So we’ve got about A5X increase required in order to to hit that number. The average company we work with, the 3 to 8 people at the helm of the business, the leadership team.

Mark O’Donnell : But the average company size is about 47 people. And so when we think about 100,000 companies by 47, we now are starting to positively impact the lives of of millions because they’ve got family members. And we just see this over and over and over again, that when a company is running on EOS, they’re basing not only their business in first principles, they start to base their life in first principles. They’re happier, they’re freed up to work according to their highest The contribution, the the dent in the universe that they can individually make and that starts to go into their families, that goes into other aspects of their their life. And so we’re we’re really excited about the impact that we can have over the next ten years. And we also know that about ten times the number of companies running on us with an implementer are self implementing. They’re using our tools and they are really making a difference. Um, we do know that they get better results when they do use an implementer, but not everyone has that luxury. And so we’re still making an impact nonetheless.

Joshua Kornitsky: Well, and I think of the fact that terms like level ten, terms like IDs are already becoming ingrained in the business community because as you as you intimated at at 31,000, working with an implementer, there’s probably five times that, if not more, that are familiar with our tools, that are using them in some form or fashion. As that 100,000 number gets closer and closer. I have to think that that the impact of the common language and the impact of the common concepts will permeate a whole lot of businesses.

Mark O’Donnell : Yeah, there’s no doubt about it. And we’re seeing that already. And so a lot of that common language around business starts in universities. And so we’ve got quite a few universities that are using traction and other books in the Traction Library as curriculum for MBA students. And so we start to see that common language being just part of how you run a truly great organization. And that’s ultimately the goal, is that every business owner, every future entrepreneur, everyone who goes to business School comes out and understands that in order to run a truly great meeting, I’m going to run this thing called a level ten meeting. And that’s the goal. And so we’re incrementally making progress around that. It it’s going to take about 3% of the population apparently is the tipping point where it becomes a mass movement. And really a movement is what it is that we are creating.

Joshua Kornitsky: So I agree with that. And I and I think that as as us continues to build momentum, it will bring more and more, as they say, the rising tide will lift all the ships. Um, but I want to zero back in on something, because I think you do have a really unique perspective from from the seat that you’re in, not just because you’re the CEO and the visionary for us Worldwide, but because you’ve been an entrepreneur yourself. When when you think about being an entrepreneur and you think about, um, the frustrations that an entrepreneur, particularly in a time of, let’s just say great change, which is a fair statement, I think. Right. When what are the things that that the commonalities that you’ve seen that help the entrepreneur realize that, that they’ve pushed as far as they can push and they’ve got to reach either for a lifeline or some help or find a different way forward. What are some of those common roadblocks that you see? Because I think one of the things that I encounter when I talk with all sorts of business leaders is they don’t realize they’re not alone.

Mark O’Donnell : Right. Right. Well, I think. I’ll take it back to why you become an entrepreneur in the first place. A mentor of mine once said, you know, entrepreneurs have this perfect combination of ignorance and ego. And you know, they they are too dumb to know they can’t write. They’re just totally ignorant to the fact that what you’re trying to do, the probability of you winning is near zero, like so. But you’re doing it, and then you have the ego side of that that says, I could do this. Like, let’s go. We’re gonna go do this now. And so that’s the kind of person you have who’s just this driven human who, despite all odds, has the belief in themselves and the people around them that they can create something of value in the world and for people. Right. So they’re creating value for themselves. They’re creating value for the world. And they have this combination of let’s go do it right. There’s really this driven person. And so once they get started they start to hit these hitting the ceiling. Right. They start to not achieve the profit that they want.

Mark O’Donnell : They start to lose control Of the business. They really they’re just hitting the the ceiling. There are people they can’t find the right people that fit with them. And so and they’re trying all the things right. They’re there because they’re this driven human. They’re reading all the books, they’re joining all the peer groups. They’re doing everything they can to break through the ceiling, where they just have this sense of being stuck and frustrated, and they’re living in this chaos that they’ve created. Right, right. And. I kind of going back to first principles is that because they’re reading all the books and they’re joining all the groups, we need to simplify it for them so that they can systematically look at and understand where they start and where other people need to begin. Right. And so they we call the the tool, the delegate and elevate tool. And which I think is just one of the tools that we teach that is underrated if possible. Right. And it’s an important tool that we teach. And I say it’s underrated because I’m not sure everyone fully understands the power of it.

Joshua Kornitsky: Delegation is scary.

Mark O’Donnell : Delegation letting go is scary. But a lot of it is. It is scary to let go. But why is it that way? Well, I believe that every human was put on this earth. You’re the only one like you that has ever existed in the world, and the only one like you that ever will exist into the future. And so you’re it, right? You’re it. And so you. But we get kind of piled on as we go through life, and we say yes to a bunch of things that we shouldn’t, and we really lose our purpose in the world. Like what? What is unique about me and and what is the thing? The only thing that just I can do in this point in time in history with the skill set that I’ve been been given. And so when you think about it in those terms, you are taking away all the things that are not you, so you can be unlocked and free to operate according to your highest contribution. So I think what happens to entrepreneurs when you go through that process? It’s you’re going through this level of self-awareness, exposure, your identity is being formed or redefined, and ultimately you end up as your six year old self. Right? But as an adult, um, so my point with that is that that is the scariest part is really to come to grips of. There’s one thing that is my highest contribution, and I’m going to live in that upper left quadrant of things I love to do and I’m great at, and it will be refined over time because we’re not perfectly accurate when we started out. And so things you just keep shedding, shedding and shedding until you are living in that highest contribution. And so that when you start with that entrepreneur and then you work your way throughout a leadership team, the amount of impact that just that tool alone can have on individuals, families and companies is miraculous. I mean, it’s just when we see it, it’s amazing. So hopefully that answers the question at least a little bit.

Joshua Kornitsky: I think it does. And I think the the real message that you’re delivering is that you’re not alone. Right. That what you as your own self, as an entrepreneur, Mark experienced is the same thing that literally millions upon millions of men and women are experiencing every day. And there is a lifeline.

Mark O’Donnell : Right? There is a tool. There’s people who are going through the same process. And that’s why we sell out the US conference every single year, is because we’ve got this big group of people who are going through the journey at the same time, right. They’re going through that self-discovery process. How do I create an organization? How do I group a bunch of people together who are on the same mission as I am? Um, and so it it creates a sense of community. It creates a sense of I’m just normal. This is what humans do. And so, uh, yeah, it really has a big impact.

Joshua Kornitsky: So we’ve touched on this a couple of times, and I just want to ask as, as you look towards the future and you look towards as put on your visionary hat and you envision how, um, the leaders of the future, the next generation that is rising up, how how can you speak to what their needs are and what is it that EOS can do to help someone who is earlier in the journey, or knows that they are destined to take over the family business at some point down the road. What can we do to help them prepare?

Mark O’Donnell : I think the first step there is something that we call the personal core focus, and we wrote about this in the people book. And so it’s really an intersection of your delegate and elevate tool. So you create a laundry list of all the things that you’re doing. You get really crystal clear on your four quadrants love great light good. Don’t like but good don’t like. Not good. And then how does that align with your your passion, your purpose? I mean, even I and I kind of look at um, core focus. We say purpose cause or passion. I’d like to reverse the order and say passion is sort of like step one. That’s rookie level. A purpose is step two. And that’s you’re making some external impact. It’s Make applying that passion and using it for good. But then it causes and it brings everybody in and they’re pushing that forward, that purpose even further into the world without you. So you got to get really crystal clear on your purpose, your cause, your passion, which you can, uh, your unique value that you bring to the world and defining that for yourself as best you possibly can as early as you possibly can, and then have that update that quarterly and make sure that you’re always operating in your own individual personal sweet spot.

Mark O’Donnell : And then you’re either creating a company around that which as an entrepreneur, or you’re joining a company that is in line with your personal core focus. And what we, uh, when we wrote about this in the people book, and I’m not sure it’s completely obvious and I hope it’s not, is that we’re actually breaking down the idea in the construct of a company and saying, you are you’re really a company in its ideal state is a collection of people who have a shared their personal core focus matches the core focus of the business. And if you’re not a fit in that organization, that’s okay. You’re just going to come out of that and go get attached to another company who is more in line with that, who has a role within that organization that you get one has the capacity to do it. Um, sort of your personal niche, if you will. Right. Uh, and so, uh, that’s kind of the way that, um, we’re, we’re thinking about that. And so for the young people out there, get really clear on that as early as you possibly can and know that it is not set in in time. It is what I refer to as the adjacent possible. Are you familiar with the term the adjacent possible?

Joshua Kornitsky: I understand it semantically, but not as a common phrase. So where is it from?

Mark O’Donnell : So it’s really how innovation occurs, how learning occurs. And, uh, the best way I can describe it is imagine you’re in a room, you walk through a door and you’re in this room and there’s three doors in front of you. And in that room, you, you know everything there is to know about what’s in that room. You’re experiencing it. And you have three doors in front of you. Which one do you open? Pick one of the three.

Joshua Kornitsky: Number three.

Mark O’Donnell : Number three. Why? Because it doesn’t matter. You just open a door, you walk through it, and now you’re in another room. You’ve learned everything you need to know about that room. And you’ve taken with you everything in the room that you came from. And you’re presented with three more options. You just open up another door and that’s how you’re really going through life is that as you are taking action, as you are engaged in learning and growing. With that core focus as a filtering mechanism, you get, you refine, you tweak, you hone, refine. It is a never ending process. And you know, that’s why I don’t believe in retirement. Because, you know.

Joshua Kornitsky: A pretty good teacher, Mark, I gotta tell you.

Mark O’Donnell : Um.

Joshua Kornitsky: But but it it it brings to mind something that I’d love to get your perspective of. And I want to be conscious of your time. Um, is is simply the fact that in in so many ways do you how important is that one step forward when when I think about iOS, when I think about the impact that I’ve seen it have, the analysis paralysis, the we’re not moving off this issue until we’ve talked about it to death, the idea that it has to be a perfect solution. Do you believe that iOS lightens that load and helps people understand that it’s about moving that ball just one yard further down the field.

Mark O’Donnell : Yeah. And that really comes into issues and how you process and solve issues and sort of the, the ten commandments of, of issues solving, uh, which I hope everybody, uh, preorders issues book and goes deep dive into that. And as it launches in in April of, of this year of 26. And the answer is we lay out the framework to solve that.

Joshua Kornitsky: Um.

Mark O’Donnell : But the team construction matters a lot. What I mean by that, uh, with Colby profiles. Right. And so, uh, we have fact finding follow through, quick start and implementer as sort of the three modus operandi that people just instinctually take action. Right. And so if you have a team that is overindexed on. Everybody’s a bunch of fact finders. They have a never ending amount of energy to gather data to gather facts. And so unless there’s some another team member that says, hey, we’re going to go do this now with some quick start, you’re probably going to be stuck. And so oftentimes it takes an implementer or some third party to say, all right, enough is enough. You’re not going to learn anything more sitting here in this room because you’re in that room, right? You’re in that one adjacent possible. We got to go through to the next door in order to learn more, in order to create, um, the result that we ultimately want. So that’s really step one is you got to understand that team, uh, construction, which we do work pretty hard at creating really high performing teams. Um, then I think when we identify the word issue, right, is it’s an obstacle, it’s a barrier, it’s an opportunity. Yes, it’s a problem. It doesn’t it’s not a negative connotation the way we talk about it. It is anything that is unresolved. Anything you need to do something about is is really an issue. So it’s anything that is left unresolved in the business preventing you from getting what you want. So it’s both positive negative. It’s really a neutral thing.

Mark O’Donnell : Sure. Um, the way I teach teams is the decay matrix. So the decay matrix is data, information, knowledge and wisdom. Okay. So when we think about fact gathering and data, we’re just collecting data points. We don’t really have, um, any real interpretation of what that data is. And we move to the next level. It’s information. So we’re taking that data and we start to have some meaning attached to it, but we don’t necessarily understand it quite yet. Knowledge is data. Information going to knowledge is about how do we interpret this data. How do we take action on this? But it still doesn’t really have too much impact. Wisdom only comes from experience. The only way you can have true wisdom inside of an organization, which you need to get what you want from it, is experience. So we’ve got to take action. We got to go do some stuff. And what when we finish that, then we look back to say, okay, what did we learn? Knowing what we know now, we’d do differently. And we just become the learning team quarter after quarter. And we do this in every single session. When we review the last quarter’s rocks, we say, okay, here’s the full accounting of how we did. What did we learn? What would we do differently next time? And so we’re creating these worlds in which we are creating wisdom inside of an organization, if that makes sense. And of course, you can make a joke out of it. Dick KW. Um. The answer is you don’t want to be a dick.

Joshua Kornitsky: Fair enough. You need the W.

Mark O’Donnell : Right? You need W’s where all the goodness comes from.

Joshua Kornitsky: Fair enough. Uh, last question mark. If I’m a brand new entrepreneur, what is what’s one takeaway? What’s one thing you would tell anybody starting out right now that would be, um, beneficial for them moving into the future?

Mark O’Donnell : Yeah. Focus is the number one power law in the universe. It is the only thing that matters. And so if you’ve got product market fit right, you’ve you’ve creating something that that people actually want to buy. Focus on that one thing forever. Uh, and it is the number one power law, both individually and from a business perspective. And if you can nail that, uh, you’ll do quite well for yourself.

Joshua Kornitsky: That’s fantastic. Thank you. Mark. I really appreciate you joining us and taking the time. My guest today has been Mark O’Donnell, the visionary and CEO of EOS Worldwide. He and everyone at EOS Worldwide are really focused on wanting to help you get everything you want out of your business. Mark O’Donnell is the author of People Dare to Build an Intentional Culture Data. Harness your numbers to Go From Uncertain to unstoppable. In coming this April and available to preorder on Amazon. Issues. Remove friction, fast track your growth, and ignite your greatness. I look forward to reading it. Mark, thank you again for joining us. I’m your host, Joshua Kornitsky. I’m a professional EOS implementer and host here on High Velocity Radio. We’ll see you next time.

BRX Pro Tip: Fear and Hope

January 29, 2026 by angishields

BRXmic99
BRX Pro Tips
BRX Pro Tip: Fear and Hope
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

BRX-Banner

BRX Pro Tip: Fear and Hope

Stone Payton : And we’re back with Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, I’d like to chat a little bit about the distinction, the balance of fear and hope.

Lee Kantor: Yeah, a lot of people struggle with both fear and hope. They’re both kinds of two sides of a continuum. And that’s kind of the gap between where you would like to be and what you dream to be, but the fear that keeps you kind of stuck in this place that you are currently or that you’re not satisfied with.

Lee Kantor: And to close that gap, it isn’t done with kind of saying affirmations in front of a mirror or any type of future certainty that you might believe might happen, but it closes when you start taking some sort of action. You can’t wait until the fear goes away and then begin. It doesn’t work like that.

Lee Kantor: You’re never going to feel 100% ready. You just have to start moving. You have to start doing something because fear lives in that unknown. And it just kind of feeds on the questions that we just keep asking ourselves, that internal dialogue that is kind of sabotaging us. What if we fail? What if this doesn’t work out? What if people aren’t going to like me?

Lee Kantor: But once you start taking action, even a little baby step, then fear starts kind of going away because now you have data. Now you have new information. You have real information. And then that’s replacing your imagination, that real information. And that’s where hope starts to kind of take shape and starts to kind of grow. It becomes more powerful as you take more action, because now you have data that is actually real and actionable upon.

Lee Kantor: So, every call you make, every new connection you make, every experiment you take, all of that is data. And that gets rid of the uncertainty that’s in your mind. And so, that kind of dissipates. And now you have momentum. And now you’re not reacting to some imaginary fear. You are building a future with intention. Because now you have the real data that supports this, and you have real, actionable next steps that you can take.

Lee Kantor: So, remember, fear shrinks when you take steps forward and move forward, and hope expands the more you do that. And that’s how you close the gap between fear and hope.

From Awkward Introductions to Seamless Transactions: The Nolodex Experience

January 28, 2026 by angishields

GPBR-Nolodex-Feature
Greater Perimeter Business Radio
From Awkward Introductions to Seamless Transactions: The Nolodex Experience
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

In this episode of Greater Perimeter Business Radio, Lee Kantor talks with Adrian Sasine, co-founder and CEO of Nolodex. Adrian explains how Nolodex transforms business networking by providing a digital platform for intentional, trackable, and monetized referrals within communities like chambers of commerce and alumni groups. The discussion covers how the platform standardizes referral processes, embeds payment systems for referral fees, and helps organizations generate new revenue streams while strengthening member engagement.

Nolodex-logo

Adrian-SasineAdrian Sasine is the Cofounder and CEO of Nolodex, a sales intelligence and relationship management platform that centralizes people, companies, and business deals into a single, actionable system.

A seasoned entrepreneur with a background in marketing, Adrian has successfully built, scaled, and exited multiple businesses. Prior to going into entrepreneurship, he held leadership roles at a Fortune 500 company, and got his undergraduate degree at The University of Georgia and his MBA at Georgia State.

Throughout his career, Adrian has leveraged the power of networking and partnerships to fuel business success, fostering innovation and meaningful connections in every venture he undertakes.

Connect with Adrian on LinkedIn.

Episode Highlights

  • Overview of Nolodex as a software platform for business referrals.
  • The role of Nolodex in facilitating intentional and trackable referrals within communities.
  • Comparison of Nolodex to traditional networking methods and its advantages.
  • Explanation of Nolodex’s features, including a digital rolodex and embedded payment system for referral fees.
  • Benefits of Nolodex for chambers of commerce and other community organizations.
  • The importance of transparency and documentation in the referral process.
  • Examples of how Nolodex can enhance engagement in various community settings, such as schools and fraternities.
  • Discussion on the potential for increased revenue and engagement through structured networking.
  • The significance of fostering genuine relationships within business communities.

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 another episode of Greater Perimeter Business Radio. And this is going to be a good one. Today on the show we have the co-founder and CEO with Nolodex, Adrian Sasine. Welcome.

Adrian Sasine: Thanks, Lee. Really appreciate it.

Lee Kantor: Well, I’m excited to learn what you’re up to. Tell us a little bit about Nolodex how you serving folks are.

Adrian Sasine: So yeah, I mean, Nolodex is a software, but really, more than anything, it’s a behavior change. You know, we’re trying to get more people working with more people. A lot of what you’re doing here on your show. Right? So, uh, you know, we’re bringing business to like, inside of communities, and we do it through referrals. And, uh, Nolodex is a software that allows you to, you know, find the people. So you have this kind of active Directory to search for people. You can then send referrals back and forth. And then our big differentiator is you can actually make payments right. So we have an embedded payment platform where, you know, essentially if somebody if I send somebody a nice piece of business and for them that’s an easy sell and they could pay me a reward, a referral fee, and it’s all done through the platform. So it it really tracks things nicely. It allows communication on deals and, you know, it standardizes the process. Right? Because it used to be that like you’d throw somebody a referral and you have no idea what happens. Maybe they remember, maybe they buy you a steak dinner. You have no idea. You know, where we’ve now standardized it. Right? It’s communicated. You know, people there’s that awkwardness is gone. Right? It’s not like, hey, Lee, I threw you this, you know, big deal. And maybe I’ll get something. Maybe I’m not. Like, it’s all kind of standardized and contracted through the system. So that behavior of monetization and intentionality kind of brings everybody together. And we’ve seen it work, and now we have a bunch of communities that are doing it.

Lee Kantor: So what’s it like? Is it in a physical and human to human interaction, like at a location like I was part of a group called B’nai or Powercor, where we would meet at a coffee place and we would share leads. Is it like that?

Adrian Sasine: It’s similar to that. I mean, in other words, you know, our core target is, uh, chambers of commerce, co-working spaces. You know, we work with some alumni associations, fraternity associations, a lot of networking groups. We actually run our own networking group of, uh, we have, uh, you know, it actually started with us running our own networking group. We’ve got 550 people all over the country, but actually a handful of them are actually all over the world. And we couldn’t find a software that was specifically for passing referrals and tracking them and communicating. So we built one. And, you know, we started with the MVP and then we were like, hey, it’d be really cool if this handled all the money stuff also. And so we built that and then we were like, okay, well, you know what? We’ve had a lot of other organizations that are like, can I use that? So yeah, I mean, the back of the world, the, you know, the other networking groups, we actually have several, uh, franchise networking groups that use the platform, uh, as their, you know, technology kind of to take in because you can charge memberships, you can do all the regular community management stuff. But then, like I said, it’s very specialized for referrals and embedded payments. So so that’s where they all start using it as well.

Lee Kantor: So like let’s play out one of the scenarios like what is a group that’s using it and how their members are kind of benefiting from it. Like what is kind of the nuts and bolts?

Adrian Sasine: Let’s just say you’re let’s say you’re in your local and I don’t like to use other people’s brand names, but let’s, you know, so we own, you know, we, we own a group called The Connective. That’s our networking group. Okay. Can you and I or you and I are in the connective. Okay. And, uh, I know somebody that, um, you know, wants to to buy a Business RadioX, right? Like, wants to, you know, to license, uh, your brand. Right. And let’s just say that you’re willing to pay a 10% referral fee on that. Okay, here I am. I’m. I’m at dinner with this person, and I’m like, you know, they’re like, I want to start a podcast. And I’m like, oh, you should talk to Lee, right? Let me actually set up this warm introduction person to person. I’ve already done the due diligence of saying this is what Lee does. Do you actually want to meet him? He’s like, yeah, this is great. I send you the referral. Uh, you close the business, you’ve been paid by the customer. Uh, and now you’re like, yeah, Adrian, that was great. Um, you know, here’s a referral fee and let’s just say you pay a 10% referral fee. And so you just literally put it through the platform and all of that is handled through the platform. So again, we’ve kind of standardized the process. Um, we’ve taken out the awkward moments. We’ve taken out the need for, you know, everybody to draft agreements. Like I remember when I used to run my, my small business before this, I would meet somebody and they’d be like, I’m going to be the perfect partner for you, and I’m going to refer you all the time.

Adrian Sasine: And I mean, on several occasions, we even spent money, like drafting an agreement, and then nothing happens of it like so. It’s just a waste of time and money and you don’t need any of that, right? All of that is handled in one place through the platform, and it’s very community driven, right? They’re all private communities. So if Lee, if you and I are in this private community, like we’re in there because we have something in common and, you know, we’re building our tribe of people that become our ambassadors. So you now have a bunch of people that are out selling for you because they’re like, hey, I get a little piece of the pie. Um, and so we’ve seen that behavior change where people are like, yes, I want to meet more people, and I want to, you know, even if it’s not something that I do when I’m talking to somebody else, I’m actively listening and saying, oh, who do I know that I can refer to this person? So it’s a win for everybody, right? I get a piece of it. You get a piece of it because you got another piece of business. And the person that needed the work loved it because instead of, you know, scouring the internet and asking Facebook and getting 100 responses, he’s talking to one person that is bringing him to the door of somebody that can do what he needs.

Lee Kantor: And then when you started this out. And so you started from forming this own community. Uh, the connective. Is that what, that birth?

Adrian Sasine: Yeah. My partner, my partner, Joe, he, uh, this was even pre-COVID. Uh, he started in Hoboken, new Jersey, and they were like you were saying, right? They would meet at a diner every Monday morning and, and, you know, talk and refer each other. And, uh, the Covid hit, it went online. Um, so they really, you know, became virtually based. Uh, and then that’s when I met him. There were like 37 people at the time. Uh, and I thought this was really cool because the people that I met were very intentional. Right? So. So, you know, first of all, they were high quality, high level people, which was great. Um, but every networking group has their core competence, right? So for example, BNI primarily service related and does really well in that local service related area, like there really is a great group. Uh, we wanted something a little more business to business, you know, high end, um, you know, you can sell anywhere. So the groups are different, but the the intentionality is the same, and that’s that. It’s finally a two way street, right? It’s you don’t have the person that’s giving and giving, and all of a sudden they burn out because they’re like, I never got anything back. Right now, if you’re a giver, that’s awesome. You’re going to get you’re going to get something back.

Lee Kantor: So now how does it work, like with a chamber of commerce? Because the Chamber of Commerce is a you know, that’s their intention. They try to build communities. Is this something a chamber of commerce could just build into how they go about being a chamber of commerce, that this is kind of chamber.

Adrian Sasine: Chamber of Commerce is our core ICP. Right. So there are two things that chambers love about it, right? So one is, um, it’s how do people meet between the breakfast meetings. Right. So it’s bringing you know, I’ve now, you know, maybe I met Lee at the meeting and maybe I didn’t, you know, maybe he and I were not at the same meeting. Or maybe I don’t really go to the meetings. So it’s really that it builds that better directory for them to, to use and really kind of get people talking and engaging between the meetings. Um, the other thing that that we’re hearing from, from them is that it’s non-news revenue, right? So, you know, as a community owner, you get to set how it works, uh, how the money splits. Uh, and as a community, you can take a piece of that money. So now they’re built on the success of their members. And so they’re loving that non-Jews revenue because they’re like looking at it and like, these guys are already referring each other. They’re already. But they have no oversight over. They don’t know how many referrals are going, and they don’t know how much business is really being done. And they can’t really say that, you know, because of of their members that, you know, business rose 10%. We give them that ability to really say, okay, wait a minute. Now, one member is helping another member. We can see that data for the first time, and we get a piece of their success, which is a win for everybody.

Lee Kantor: So now how would it be implemented at a chamber like so? They just say, okay, Adrian, I’m in. Um, and then you become kind of their member software, or you just integrate with their current member software member software?

Adrian Sasine: I mean, if they want to run, I mean, we can handle, you know, all of the, the payment integration, like we can do all of that. Uh, not everybody uses us for that, you know? And that’s fine. Like, you know, we’re not trying to replace the CRM. Uh, we’re not necessarily trying to replace their other software. So if they want to keep running, uh, membership fees through their other software, that’s fine. Um, they just, you know, layer this on top. And essentially we set them up as a community. Uh, we can, you know, we can set somebody up in a matter of hours, much different than some of the other other softwares that, you know, charge a really expensive setup fee and take four weeks. I mean, I could I could have, you know, the Business RadioX community could be up and running by this afternoon. Um, and then as far as you know, it’s a link that sends out to all your members. They all essentially onboard into your community and set up their profiles. And, you know, essentially now you have a way to search for people. And, you know, I can I can look in, you know, show me people in radio, show me people in podcasts, show me people that have this certification. Um, I can find those people because sometimes you know them, right? So again, like, if, you know, if you and I met today and I happened to be at dinner tonight and somebody says podcasts, you know, obviously you’re going to come into my mind, but maybe we haven’t met. Maybe I’m at dinner tonight and somebody like, who? Do you know that’s a good web designer? And I’m like, you know what? I bet I have one in my community. Let me look. So we give you that ability.

Lee Kantor: So now I just want to get I want to really understand it from the chamber point of view, because we have a lot of relationships with chambers of commerce around the country. Um, so I’m a chamber of commerce, and like you said, I have my own member system. Your Nolodex is going to integrate with my current system.

Adrian Sasine: No, it doesn’t integrate. It just runs. It just runs, you know, separately.

Lee Kantor: Separately to it.

Adrian Sasine: So essentially you can keep your payment system. You can keep your existing system. You would just, you know, send an email to everybody that says, hey, you know, we’re now using NOAA. We’re setting up our community. So that specifically right this the pass referrals and exchange business. Um, it’ll allow us to track it. It will allow us to incentivize each other to do it. Um, so like I said, you can use it as your everything software, but you don’t have to.

Lee Kantor: So it’s running in parallel to whatever my system is. And then so my members have to now become part of this software experience. Right?

Adrian Sasine: Yeah. I mean, they can.

Lee Kantor: They have.

Adrian Sasine: Depends on the chamber. Right. Some chambers require it and some are. It’s an opt in. So yeah you can.

Lee Kantor: And then do the members pay a fee to be part of this or is that something the chamber pays for?

Adrian Sasine: We monetize in three ways right. So we monetize. We charge the chamber a very small monthly subscription fee, uh, for it turns out to be about a third of what they’re charging paying towards other like, uh, community management softwares. Uh, we then charge every user $20 once a year, right? So we call it our Costco model. Like if you want to come in and shop. You essentially have to have your Costco card. And so we it’s $20 once a year. And that allows you know and through that we take you through KYC verification. Making sure that you’re allowed to pay people. We handle all the 1099, you know, all the transaction fees, all that kind of stuff.

Lee Kantor: So then they they have to opt in and pay once a year to be part of this community. And then once they’re part of it, they set up their own profile, they set up their own kind of information about their business and what referral fee they’ll pay or whatever. There.

Adrian Sasine: Absolutely. Yeah. We don’t dictate. We bring, you know, we like to say that we bring technology and community together. You know, I don’t know, uh, you know, we’ll go Business RadioX I don’t know, your cost of goods sold. I don’t know your profit margin. I don’t know if you.

Lee Kantor: And you don’t care. That’s not important, right?

Adrian Sasine: Right, I don’t care. So, uh, we. Yeah, the the system is super flexible, even even for people that can’t pay referral fees, right? There are some industries that legally can’t pay them. And so the the system is flexible enough to to know before I even send a referral, like, oh, this guy’s a lawyer. He can’t really pay a referral fee. Um, and then also like, hey, you know what? I don’t ever there are some people that don’t ever want to receive referral fees. Um, so the system is flexible enough to handle all of that on a case by case basis. And contractually, yeah, the referral fee is totally based on what you want to do, and it’s between you and the person that sends it to you, your community owner. Even myself as the technology owner, we have no part of it.

Lee Kantor: So now I’m the chamber member. I say I’m in. I fill out my profile, I say this is my referral fee. So now I’m going about my business and now I find somebody like, hey, you should meet Bob. Yeah. Um, now this person, do they now have to pay $20 to be part of this thing? Like, or can I make a referral without them being part of that community?

Adrian Sasine: No, no. So you can only refer to people in your community right now. Now, the person that you’re referring doesn’t need to be a member, right? So only the person you know that is making the referral and the person that’s receiving the referral. Um, but the third party, like the one that needs the services, they don’t need to be in there. So, yeah. No, it’s. You and I are in the chamber together. Um, and, you know, again, you’re you’re on the radio podcast business, and I happen to talk to somebody that needs that. They’re not in the, you know, let’s just say their name is James. James is not in Nolodex. He’s not in the chamber. You know, I’m just sending you his information and and more than likely also sending an email between the two of you saying, hey, here’s a warm introduction, James. You know, James needs this. Lee does this. You guys should meet. Uh, and then Nolodex is essentially what creates the, the the tracking and the contractual, um, you know, relationship between you and I.

Lee Kantor: But the way that people get paid is because it stays within the community. So the community who’s referring to other people within the community, that’s kind of a closed loop in the sense that that’s where the referrals will be tracked. They’ll be paid. Everything comes from within that.

Adrian Sasine: Yep. 100%. Yeah. It’s really you know, we’re trying to help communities support each other more engagement specifically around business, right. Like, I mean, we’re not trying to recreate Facebook, right? We’re not trying to help you post more stuff. Uh, you know, we’re trying to help you get more business deals. And, um, you know, what we’ve seen and we’ve had $11 million go through our platform of of closed deals, like we’ve actually, you know, closed deals. And, you know, most of them are, uh, you know, one, you know, I’d say about 50% are one time deals where it’s like, you know what? Yeah, I built this one thing for them. And here’s a referral fee. And, uh, we’ve had, you know, the other 50% retainer base where it’s like, hey. Yep. You introduced me to this agency, and I hired them. And, you know, they’re, you know, it’s $5,000 a month and they’re paying referral fee on that. And again, everybody dictates their own terms, right? So we have some people that pay 25% in perpetuity, and we have some people that pay 3% on the first transaction only makes no difference to us.

Lee Kantor: And then so like if I’m like, say I’m a web designer in the chamber, somebody hires me to make a website and it’s $5,000. I send them the invoice through Nolodex.

Adrian Sasine: No, no, no, you handle your you handle all your billing. Again, I don’t I don’t need to get involved in your business. Don’t want to get involved in your business. You would you’re going to. So I’m going to send you that referral. You’re going to accept it. You’re going to call that client. You’re going to do the business. You’re going to get paid however you normally get paid from the client. I don’t have anything to do with that. Right? You and I can toss notes back and forth. You can be like, Adrian, can you follow up with that client for me or, you know, help me close the deal? Um, but you then go do the business. You handle it like you would normally do any business. And, um, you know, then afterwards, you know, you’re going to be like, okay, Adrian. Yeah. That was awesome. I appreciate the referral. I’d love to get more of them. You know, here’s and again, let’s just say you pay a 10% referral fee. Yep. You know, here’s my 10% payment. Um, you know, 500 bucks if, you know, on a $5,000 deal and boom, you know, the system takes the money and moves the money, right? And then the community, the chamber gets to decide how much the referrer gets. Right. So the chamber, uh, you know, most chambers are going to take probably 10% as a kind of, you know, listen, we helped you guys bring to come together. We’re going to use this for scholarships or for events. Uh, so again, that non-Jews revenue that we were talking about, where they can now through the success of their members supporting each other, they’re now building a little kitty of, okay, here’s some money. Um, you know, that we can use to to support our members even more.

Lee Kantor: So this kind of documents. Okay, because of these two chamber chamber members, a $5,000 deal happened, a $500 referral happened, and a $50, um, you know, fee to the chamber for kind of making that happen.

Adrian Sasine: Yep. Yep. And it’s all it can be tracked. It can be looked at, you know, it becomes business, right? Where it’s like I said, I use the word standardized a lot, but it’s, um, it’s data that they don’t have right now, right? Where they can really say that. Okay, well, Adrian helped Lee, and then Adrian helps, you know, somebody else, and, um. Yeah. And, you know, how much was that business that they helped in? And. Wow, Lee closed the $5,000 deal. That’s awesome. Um, so, yeah, it gives them oversight on stuff that they’ve never seen before.

Lee Kantor: So is there a story you can share about a community that’s using Nolvadex? Um, that maybe got a result that surprised them even?

Adrian Sasine: Well, yeah. I mean, so there’s, uh, there’s one community called network lead Exchange. They’re they’re a franchise business. Um, and they’re growing really nicely. Um, you know, they’ve got, um, I don’t want to use exact numbers because, you know.

Lee Kantor: Right. Don’t use exact numbers.

Adrian Sasine: Yeah, yeah. So but but yeah, I mean, they’re, they’re a franchise business. You essentially pay them their franchise fee. You then, you know, they give you everything you need the processes the our are software to set up your groups, to charge your members, um, to essentially become cash flow positive and build a business out of this. And so so they’re growing really nicely. Uh, like I said, we’ve got fraternities that, that, that admittedly don’t do very well on alumni engagement. Right. They kind of say, well, listen, our focus is obviously on the bringing, uh, you know, people into the, the fraternities and helping them through college. And then afterwards, it’s kind of a nice to have, um, you know, even college, you know, like, I mean, sure. Am I in a, you know, I went to Georgia. Am I in a networking group in Georgia? Like, yeah, I might be on the LinkedIn thing, but like, am I really looking through my community and trying to use that to grow my business? No, not very much. And that’s what we’re trying to do. You know, I know again, going back to when I ran my own business, like if you were to look around, you’re surrounded by so much business and community around you. But in today’s world, nobody really utilizes it. Right? Everybody’s kind of gone online. And so, you know, um, you know, even like private schools, right? Like take a private school, like, you’ve got a bunch of kids. Maybe I know what my friends parents do, but, you know, my kid’s parents do, but, like, maybe I don’t. And so, again, this gives the ability to say, hey, you know what? You know, Sharon owns a car dealership. I’m about to buy a car. You know, maybe I buy it through Sharon, and the school gets a little piece of it, you know, because that’s how I found Sharon. So those kind of communities that want to bring that together is, is, you know, they’re the ones finding success.

Lee Kantor: Right? And then this way they can document it. They can steward that back to, uh, the community. Everybody kind of wins in this by just keeping track of things that are already happening.

Adrian Sasine: Yeah, yeah, I mean it honestly, it’s in everything wins. I mean, it’s funny, there was, you know, years ago there was something called Amazon Smile. Right? Which is kind of this passive income kind of thing. Now they, they took it away. But but where that same thing right. Where you know, where your community for some people, you know, they want to build the community. For some people, they already have the community. Right. And so we we step in there and kind of formalize the process, give you that that structure and that backbone to look at it from a business perspective. Again, like, you know, there are you know, everybody’s got like, you know, I’m in my you know, my kids went to private school and sure. Am I in the dad’s group. Okay. Great. And our referrals sometimes shared in there. Yeah absolutely. But but I have no idea what happens if it. Even if I suggest somebody’s name. I’m not getting a piece of it. And I don’t even know if they ended up doing business or not. If I want to turn that into a place that’s actually a warm introduction where I’m actually like putting these two people together, Nolodex is far better at that.

Lee Kantor: And then so you mentioned kind of ideal client profile chambers of commerce, but you also mentioned alumni groups. You mentioned, you know, it sounds like Tas. It sounds like anything.

Adrian Sasine: Any ideal, you know, our ideal one is ones that are already networking, right? So like I don’t have to teach them networking. I don’t have to worry about that. Like chambers, you’re already networking, even coworking spaces. You’re already networking, right? Networking groups, obviously you’re already networking. It’s the purpose of why you’re there. So those are our ideal because one, they’re already existing right there. Larger groups. Uh, two you know, there’s no there’s no real education there other than using the software. The networking is already going on. Um, we love working with alumni associations and schools and fraternities. However, there is a little more education on that side. Um, so it’s a it’s a longer ramp up time because you’ve got to not only bring people into the, into the environment, but but if you’re a fraternity that’s never been, you know, having your alumni network, you’re now trying to teach them how to do it. And so, like, you know, with with a couple of our friends, we actually run, uh, networking events virtually for them. Um, you know, where once a month, we’ll invite all the alumni and we’ll run networking events and, um, you know, bring people together online and let them start building those relationships. Because, again, this all comes down to relationships, right? Like, yes, we have a technology. Yes, we standardize the process. Um, you know, yes. You know, we’ve we’ve monetized an environment, but it still comes down to people working with people, people supporting people. And that’s the basis of what we do.

Lee Kantor: Right. And then for those other organizations that maybe aren’t networking, you know, by design, by you educating them, you’re unlocking a bunch of revenue that is sitting there that no one’s tapping into.

Adrian Sasine: Correct. Yeah. Yeah. I mean, it’s it’s forgotten revenue. It’s or money left on the table. We say a lot. Um, but yeah, I mean, and, you know, and the revenue is only the one bonus of it, right. Like there is, you know, if you going back to the fraternities, like, again, like, you know, if I’m a member of fraternity and I’ve got a bunch of other people that are looking to send me business, I’m now going to stay more involved with that fraternity. I’m probably going to make a donation as well. Right. So so you know the gains there are far more than, you know, just the business development. It’s it’s building a long term community.

Lee Kantor: Right. You’re you become more sticky because you’re becoming more valuable.

Adrian Sasine: Yeah, totally.

Lee Kantor: So if somebody wants to learn more, um, about Nolodex or connect with you or somebody on the team, what’s the website? What’s the best way to connect?

Adrian Sasine: Yeah. Uh, you know, Nolodex comm or, you know, w-w-w dot com. Uh, you can find me on LinkedIn. Adrian Sasseen. Um, or, you know, my email address is adrian@Nolodex.com. Love to. You know, I’d love to talk to to people about networking and, uh, you know, even if they’re not, uh, starting a community or, you know, they’re a member of the community, just have questions. Uh, you know, again, we’ve built, you know, we’ve got all kinds of training videos. And, you know, we just love helping people. Right? We were both my partner and I, you know, we’ve owned several small businesses. Um, and like I said, at the end of the day, you’re so you’re so the average person is in 4 or 5 communities and, and if you just kind of look around, there’s so much business around you. The problem is the environment with the the way that we’re, you know, hey, buy everything on Amazon and, you know, social media and it’s gone away from that world. And so we’re just trying to bring it back a little bit and have a, a local community that’s, you know, not not necessarily local geographically, but, but people that have a common something and, you know, support each other and that’s, that’s really what we’re trying to do.

Lee Kantor: Good stuff. Well, Adrian, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Adrian Sasine: Thank you, thank you. This was a lot of fun. I really appreciate it.

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

Simplifying Mental Health Care: Lavni’s Mission to Serve Underserved Communities and Medicaid Recipients

January 28, 2026 by angishields

GPBR-Lavni-Feature
Greater Perimeter Business Radio
Simplifying Mental Health Care: Lavni's Mission to Serve Underserved Communities and Medicaid Recipients
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

GPBR-Lavni-Banner

In this episode of Greater Perimeter Business Radio, Erik Boemanns interviews Marcus Azeh, founder of Lavni—a startup improving mental health care access for Medicaid clients. Marcus discusses Lavni’s mission to connect underserved patients with therapists, overcoming compliance and payment barriers. He shares insights on building a scalable platform, the company’s growth, and the importance of data-driven measurement. Marcus also offers advice to fellow founders about resilience, self-care, and staying mission-focused. The episode highlights Lavni’s impact, future vision, and commitment to transforming mental health care for vulnerable communities.

Marcus-AzehMarcus Azeh is driven by a passion to bridge the gap between individuals seeking mental health support and the dedicated therapists who provide it.

Lavni is a groundbreaking platform designed to simplify and streamline the process of finding and connecting with therapists who accept Medicaid.

We understand the challenges faced by those needing mental health services and the therapists committed to providing them, and we are here to make that connection seamless.

Connect with Marcus on LinkedIn.

Episode Highlights

  • Access to mental health care for underserved communities, particularly Medicaid clients.
  • Challenges faced by Medicaid patients in finding therapists due to compliance and payment issues.
  • The role of Lavni in simplifying the process for clients, providers, and payers.
  • The platform’s impact on therapy session facilitation and client support.
  • Administrative burdens on therapists working with Medicaid clients and how Lavni addresses these.
  • The business model of Lavni as an intermediary among payers, providers, and clients.
  • Growth and traction of Lavni since its launch, including session statistics and clinician involvement.
  • Future vision for expanding Lavni’s reach to serve more Medicaid clients nationwide.
  • Importance of data measurement and key performance indicators in startup development.
  • Personal insights and advice for aspiring entrepreneurs, emphasizing self-care and perseverance.

About Your Host

Erik-BoemannsErik Boemanns is a technology executive and lawyer. His background covers many aspects of technology, from infrastructure to software development.

He combines this with a “second career” as a lawyer into a world of cybersecurity, governance, risk, compliance, and privacy (GRC-P).

His time in a variety of companies, industries, and careers brings a unique perspective on leadership, helping, technology problem solving and implementing compliance.

Connect with Erik on LinkedIn, Substack and Medium.

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: This episode of Greater Perimeter Business Radio is brought to you by Mirability. With their new compliance XO service taking your IT risk to it reward. Now here’s your host, Erik Boemanns.

Erik Boemanns: Hello, everybody. It’s great to be here again. And today I’ve got a great guest. His name is Marcus Azeh and he is the founder of Lavni. Let’s just dive right in. Maybe give me a little bit of background about yourself and then we’ll go from there.

Marcus Azeh: Oh, yeah. Um. It’s good. So, um, I’m Marcus. I’m a data scientist by trade. I started off in finance manufacturing and then got into healthcare. So, yeah, that’s that’s it. Pretty much on a high level.

Erik Boemanns: Okay. And so obviously got a start up Lavni, right. Yep. So and that’s Lavni, correct. Um but what what problem did you see that really made you start that. What were you trying to solve.

Marcus Azeh: Yeah yeah absolutely. So mental health is definitely one of the biggest problems we have right now. Right. And access to getting care is even more of a crisis if you have Medicaid, for example, if you have Blue Cross Blue Shield, you can get online, find a therapist that will see you schedule an appointment. That process is easy. Availability is there. Most therapists take that insurance, but if you have Medicaid, your chances of finding that provider is hard. Reason why is most therapists don’t accept Medicaid. It’s too much compliance. The pay cycles are longer, so it’s hard to build a business doing that. So they you know, obviously you want to earn a living doing what they love, choose to see commercial clients because it’s a lot easier to do that in most online platforms. Do you know commercial clients? So leaving approximately 27 million people nationwide without access to care, right? So that’s where we came in. I met my co-founder. You know, she introduced me to this problem, I wasn’t familiar. So how could we fix it? You know, she she’s been doing this for a decade, and we’re just trying to replicate what she did into a scalable fashion. So a lot more people get access to care.

Erik Boemanns: And so you see a lot more people like, who is who are you, I guess, who is your focus? Who are you trying to reach with this?

Marcus Azeh: Absolutely. So specifically who we’re targeting clients with Medicaid, you know, underserved communities that typically haven’t had a chance to find a therapist because it’s so hard on our platform, it’s easy. You get in there. So, for example, when two states right now, when Georgia, when North Carolina and South Carolina, three states got South Carolina, I just called them the Carolinas. So you get on the platform, tells your state, maybe fill out a couple of concerns, get a curated list of therapists that will show up right and match those concerns that accept your your insurance. You’re able to schedule an appointment. Normally they’re available within 48 hours, booked an appointment to see your therapist and start having regular sessions. And that clinician can now see this demographic of clients and provide great care. Because we make that process so easy, they don’t have to worry about, uh, the admin work that is required to see Medicaid clients. So that’s specifically who we see. But if you have Blue Cross and you can still get on our platform and see providers because you know, well, you know, uh, we can we have those commercial contracts as well, but specifically who we’re trying to solve this big problem for clients with Medicaid, Medicare, I gotcha.

Erik Boemanns: And so obviously, you mentioned earlier that one of the reasons that’s hard for them to get that care is just the complication, the the bureaucracy, the overhead of Medicaid, Medicare. Um, but I’m curious, maybe are there are there some stories about individuals who have benefited from this or even maybe from the provider side, like, have you gotten some interesting stories from them about the successes they’ve seen by using the platform?

Marcus Azeh: Oh, yeah. Absolutely. So, um, we have uh, providers now. Right. So. For most providers, depending on where you fall in the spectrum. Right. So for example, um, you would have providers from an associate level provider to a full scale clinician to a psychiatrist. You have all of them. And they have, you know, the years of experience vary. Um, so for a single provider, you know, trying to do this by themselves, they have to think about marketing. How do I get those ideal clients and how do I consistently get those clients right? Because typically a client is in sessions for about six months. Right. Um, so you have to worry about that. You have to worry about admin. You have to worry about credentialing. Um, so you have to get credentialed by an insurance company to be able to see those clients. Um, so it’s a lot of overhead if you’re doing it by yourself and then worry about marketing. So that’s why it’s a lot easier if you get to a platform like Psychology Today or any other, um, mental health platform to be able to get those clients, uh, with us because we’re tapping into an underserved market. Um, the volume is just, you know, um, because now people who didn’t get a chance to get a provider or find a provider and have an appointment, uh, within a reasonable time can now find it so that demand is there.

Marcus Azeh: But also more importantly, is is the time saved, right. Because if you think about it, uh, there’s there’s a massive shortage of clinicians, right? So, um, I think in about 240 clients to a single clinician, and a regular caseload is about 25 to be healthy, 25 clients per clinician. So if you do the math right, that’s not going to scale. Um, and typically it’s because you have all of this documentation you do after, um, sessions before sessions, you have to meet this requirement. You have to, um, assess a client a certain way, document a certain way. So if you have a platform that takes care of all of that in a compliant manner, you have more time to see more clients or provide care to more clients. Uh, and as a result, you earn more money, right? So you can really build a business doing that. So, yeah, several providers on our platform, what we see now is most providers that start with us end up going full time, right, uh, on our platform, just because it’s, it’s easy to just see your clients document, get paid, rinse, repeat doing what you love.

Erik Boemanns: Yeah, absolutely. So obviously you’re fitting in that spot between the providers and the patients. And but I guess maybe if we dial back a little bit and think about from a business perspective, how is that all working? Like how does as a platform work?

Marcus Azeh: Yeah. So, um, Lavni is a platform sits between the payers, right? The payers, the providers and the clients, because you need all of these stakeholders to be able to provide care in an appropriate manner. So what we do for the payers is really bring in transparency. So a lot of fraud, you know we all know about it. What when it comes to Medicaid and a lot of that is um sometimes people will bill sessions. That didn’t happen. That doesn’t happen on our platform. Right. Because we we’re able to provide, um, um, um, a hash key that the, the payers can they have a dashboard? If they opt in, they can verify that session actually happened. When it happened, the CPT code aligns. Right. Because then, uh, you never know how long they were in session for, and someone could be billing something else. Um, on our platform that’s just eliminated. So there’s a lot of transparency. So, you know, you have verifiable proof that this can actually happen. And also, you know, with value based care, one of the things that we do is also track process. It’s one thing for a provider to know that, you know, client is doing well. I see them, of course, I know that because I see them on a weekly basis.

Marcus Azeh: But there’s something else to provide data showing. Hey, this is where we started, this is where we are based on our plan, etc., etc. so bringing all of that just gives insurance companies or payers what they’re looking for, because what they’re hoping obviously is from a business perspective is provide, um, efficient care. So you save money and you still provide the care that is required. Um, and, you know, that’s part of what we deliver to them. Uh, but we wrap all of this around the clinician. That’s the most important stakeholder, because if if they have all of the tools they don’t want delivering care, they don’t want to build that relationship. Um, so then they, they should be supported the most. Uh, but that’s um, so bringing that trust to the payers, uh, making sure that that it is an easy pathway for, for a clinician to be able to start seeing clients, uh, for this payer. Um, um, then enables clients who didn’t have, um, options, right, options to be able to meet that provider, start care, get to a better place in life, be more productive.

Erik Boemanns: Yeah. No, it makes sense. I’m gonna take a step back. We’re using a lot of, like, kind of medical terminology and insurance knowledge. If you don’t mind, maybe just for people who aren’t familiar with that terminology, what is a provider? A payer like what? Define that a little bit more. Yeah.

Marcus Azeh: Absolutely. So so your payers will be your insurance company, right. If you have Blue Cross Blue Shield, that will be your payer, uh, at Medicaid, you know, Peach State, uh, here in Georgia, etc., etc., etc.. Now your provider is your physician, right? Who you go to see, your primary care physician, your therapist, etcetera, etcetera. Um, and then the client is is the patient. You and me. Um, so. Yeah.

Erik Boemanns: Okay. Yeah. Because if you live in that world, those all make sense. But as soon as you step outside of that, it’s like, who’s the payer here? Is it the patient? Is that the insurance, um, or. Yeah. So just gotcha. Helps to define. Appreciate that. Um, so you mentioned a little bit about some of the where the providers are the, the therapists, the programs are basically adopting your platform once they start even more fully. But beyond that, what is the traction that you’re seeing? What is the impact that you’re seeing? And again, if you have some stories to share, that’s awesome.

Marcus Azeh: Right? Um, definitely. Um, so impact that we’ve seen again, we’ve scaled to Georgia, the third state, uh, we launched in 2023. Um, we’ve had over 28,000 sessions. You know, we should hit 30,000, um, sometime next month. Um, and that’s huge, right? Um, impacted, I think, more than 4000 Medicaid clients in those states find care, um, get to a better place, be able to see a provider. Um, so from a volume perspective, that’s that’s what we have. We have a 178 licensed clinicians on the platform right now. Um, and we’re growing rapidly. We have a massive backlog. It just comes with it. Um, and, um, we, um, yeah. So from from that perspective, that’s what I can share. Uh, as far as the difference that we make in the as far as outcomes. Yeah, of course, we’re definitely too early to say that, but we’re collecting that data. Um, and, you know, we we have, uh, some success stories, right, that we’ve seen with cohorts, um, and, you know, um, obviously we have more data. We can, um, definitely say that what impact we’re having. These are the outcomes, uh, for this demographic. It’s too early to say. I mean, 27,000 sessions is is a lot. But as a data scientist, you want a lot more data to be able to accurately say, this is what is happening, right? Because, you know, the sample size is just not big enough, right? If that makes sense.

Erik Boemanns: Yeah. And it’s interesting that you’re taking that data perspective on top of that. Right. So you’re not just connecting the payers, the providers and the patients. You’re also looking at the effectiveness of the program too.

Marcus Azeh: So correct.

Erik Boemanns: Yep. Yeah I think that’s an extra layer that is probably somewhat unique I would think. Um, so you mentioned this too early. So what is your vision? What is that 1218 months look like? Where do you see this headed?

Marcus Azeh: So definitely, um, we want to win Georgia, win a school in Georgia. You know, we’re growing in growth mode right now. Is is exciting. Um, but, you know, outcomes as far as, you know, if we think long term, if we can, um, definitely help, you know, 10 million Medicaid clients, people that didn’t have access to care before, get the care that they need. Because if you think about this on an holistic manner, right. A lot of people go to the E.R. and they don’t they don’t need to be there. Right? It’s a lot happening. You get anxious things that you know, and then next thing, next thing you know, you’re in the E.R. and that bill is, what, $2,000, right? When if you had a therapist and you’ve seen that therapist on a regular basis, a lot more, so you save a lot more. And plus, it’s for emergencies, right? You see how long it takes you to see a doctor when you go to the E.R.? It’s crazy. If you could move some of those people that really didn’t need to be there. Align them more with the care that they needed so they’re not there. That shortens the wait line. It’s a whole ecosystem if you think about it. Um, but being able to prove that with data and be able to really see how you could scale, um, providing appropriate care in in a way that makes sense, right? Economics of it makes sense. You know, it’s profitable, it’s scalable, and it’s effective. Um, that’s what we’re chasing. But yeah, if we can hit 10 million, that would be fantastic. You know, that’s 10 million people that we had a small part to play in, in them getting the care that they need. So yeah. Yeah.

Erik Boemanns: So and I know you and I have met at some of the, um, Atlanta startup community and events and things. And so I know you’ve got a presence in the Atlanta area, but and obviously here today.

Marcus Azeh: Right.

Erik Boemanns: Who needs to hear your message? Who who do you want to reach? Is it the providers? Is it the patients? Is it all the above. Like who who’s who’s your audience?

Marcus Azeh: All of the above. Definitely. But but most like most right now. Right. If you’re a provider out here in in Atlanta website my com um top tab for for therapists Sign up. Join us. Um, join our mission in helping people get the care that they deserve. Um, if your client in Atlanta, you’ve had, you know, Peach State, uh, or you have, uh, care source, you know, you’re just looking for providing that wait time is a little bit is looking out there. Get on our platform. Check us out. Find providers on there. Get get the care that you need. And you know, for the providers um, provide payers which would be insurance companies. Uh, here in Georgia we want to collaborate to see how we could provide, uh, most effective care, but most importantly, getting fraud out of the way. We could save you a lot of money. Uh, if we could just. If you knew for sure that this claim your pain is valid and there’s some backbone to it, there’s encrypted and cannot be changed. Ever is a whole level of transparency that you provide. So excited to be able to, you know, communicate and work. But most importantly, you know well with small company, small in sizes five people doing what we’re doing. Um, so we we really focus boots on the ground. Uh, so, most importantly, therapists, please hit us up. Our clients get on our website. Get the care that you deserve. Uh. Pay us. Let’s start talking and seeing how we could collab, for sure.

Erik Boemanns: Makes sense. Yeah. And I think obviously the all the above. Right. Like, all the, all the attention is good attention. So, um, now one thing I’m always curious about with founders who, who come on here, um, and like, like I mentioned, I’ve seen you at many founder events, so I know you’re involved in that community, but what’s some advice that you would give to other founders, whether they’re in the healthcare space or not? Like what’s something? Words of encouragement, words of wisdom as you’ve done your journey. What what can they be thinking about?

Marcus Azeh: Oh, man. Advice. That’s that’s hard. Uh, what I would say is, you know, something that worked for me when you’re building is, you know, as you iterate one of the steps that I moved a little bit further up the line is when you ideate on a solution, this is what we’re going to do. The very next thing is come up with a good way to measure. How do we know if this is working? How do we know if it’s effective? Because really it’s an experiment, right? Um, you get into this rhythm of doing that at the end, build something, take forever to build it, and you’re like, this is going to work. And then you think about, okay, how should we test it? You’ve wasted a lot of time because then you could, um, incorporate those KPIs early. So you start measuring as soon as you deploy. It saves you a lot of time, saves you a lot of energy, a lot of dev costs. You know, developers know what I’m talking about. Uh, and that just helps. So you start the measuring, you start seeing when things are going left. Pivot. You pivot early. You save a lot of time, a lot of money, a lot of frustration, frustration, learn that the hard way and, um, never do it any other way. Definitely getting your KPIs early. Know what you’re measuring.

Marcus Azeh: Some things are hard to measure, but you could kind of say, okay, well, if we see this and this, then we know it’s working. It’s way better than okay. We build a thing and what’s happening? How do you know if it’s working? Oh, let’s build these KPIs to measure it. So a lot of time iteration. Right. And if you accumulate that over time let’s say you run one week sprints. We run one week sprints. And at sprint you build a product and then you have to test, um, so the next sprint you’re testing, right. You’re building KPIs. But if you just build those KPIs before during that first sprint, you start measuring. And if you accumulate that over time, over 12 months, you’ve lost a good amount of of time, right? So you, instead of running one week, experience the effectiveness of getting one week sprints, um, wasting a week testing. Um, building your test just makes, you know, time is valuable. Um, so save you a lot of time. Uh, say, try that if you’re not already doing it. I think most founders already doing that. Uh, but, yeah, I don’t know if that’s advice, but that’s something that I learned, and it worked for me. And, um, we go a lot faster because of that. Um, we’re lean, but we we ship every week. Every week.

Erik Boemanns: That’s good too. Yeah. Your advice definitely has that that data science perspective. Right. Like like data. Track it, measure it. So, um, one thing and take that thread a little bit further. I’m curious. So obviously we talked a little bit earlier. One of the I think a differentiator is that data focus. Is that something that you brought when you joined, or is this data always been a focus and that that’s kind of how you decided to join? Like obviously you’re a data scientist, so you’re influencing that.

Marcus Azeh: Yeah. Yeah, definitely. I would say, you know, my co-founder Laura, you know, she’s a clinician. She does This is the heart of the business. It’s the way we look at it. Uh, but yeah, I am that. Let’s measure let’s let’s see if this is working right. Let’s build systems to make it more effective. How can we. Because excuse me, there’s this scale problem. Right? Remember the ratio of clients to clinicians. If you’re really trying to solve that problem, you should think about efficiency. How can you maximize optimize what you already have. Um, and, you know, at least help more people and then. Right, iterate that way. So that’s what I bring. But definitely, you know, the compliance aspect of it, you know, with just the code, um, we, we have compliance officers that really help us build. Right. And for Medicaid the right way. And, you know, we’re so grateful to having those people early because you eliminate a lot of time again, iteration. But oh, well, no, do it this way because this is this is how Medicaid wants it. And that’s part of the problem. So, uh, definitely that clinical side is huge, but data is definitely important. That’s how you measure, you know, things that, you know, changing. And now it’s all about data, right? Especially when you think about AI and stuff.

Erik Boemanns: But yes, hey, we got this long and that’s the first mention of AI. So we’ll keep it there for.

Marcus Azeh: Right. Let’s just leave it right there. Exactly.

Erik Boemanns: Um, but I am curious not about AI, but about, uh, I think what others might be curious as well. The name. Where does that come from? What is that?

Marcus Azeh: Oh, yeah. So it’s Haitian Creole for, um, future. Um, so, um, we wanted to incorporate my lab Nia’s. It’s kind of my future. My health. Um, I don’t know. Yeah, that’s how we thought about it. Um, but it was unique. Something different. Um, we wanted it to be something different. Um, and. Yeah, we we gave it there, and it’s been it’s been great. You know, it gets people every time. It’s like, how do I pronounce this right? It’s, you know, people that really think about it and spend some time thinking about the brain, I don’t know. All right. I hope it’s working right.

Erik Boemanns: I mean, it’s unique. So it gives it it does prompt that question. So, um, so awesome. Um, I’ve been talking today to Marcus as of late, and that website is Mylab.

Marcus Azeh: Com correct. Mylab. Com and if you just type in SEO is working awesome, right. So you should all definitely see us.

Erik Boemanns: Yeah. And that’s lab I correct. Okay. Correct. I definitely appreciate you coming here today. Any kind of parting words of wisdom for everybody at home.

Marcus Azeh: Wisdom. Oh my God, I, I’m young. I don’t know if I have a lot of wisdom in me, but I’m gonna, you know, try, um. Ah, man. Um, well, from my experiences, you know, as a founder, um, you belong to a very small community. It’s very lonely as a founder. And, um, it’s hard. Very hard. Right. Um, and but it’s a blessing because you get to create something, you get to solve a problem. I feel like you’re chosen to solve that problem. And if you don’t do it, maybe it’s never solved. Maybe someone else will solve it. Who knows? Uh, and it’s a huge responsibility, and it’s hard, but I think you have to anchor onto that responsibility. If you don’t do this, this problem will never be solved. Maybe never. So get it done and just hang in there. That’s very important. And just let that be. I would say your North Star and you’ll make it right, but it’s going to be really hard. Um, so make sure you’re aligned with your family, right? If you have a family, um, and make sure that you get that buy in early so people can imagine it’s a lot harder than than what you tell people is going to be. But if you prepare them, they can take it, right. And uh, so definitely do that and, um, align those things. And uh, it helps a little bit with the burnout and, and don’t forget about yourself. Right. Because especially at the early stage, you are the company. Um, so make sure you’re giving yourself grace, um, taking care of yourself. Um, taking time for yourself, uh, because your company deserves you at your best. So, um. That’s what I say. Yeah.

Erik Boemanns: That is genuine wisdom, so appreciate that.

Marcus Azeh: Well, thank you, I appreciate that. Yep.

Erik Boemanns: Yeah. Well, again, thanks for coming and looking forward to having you back in a year to hear about the success and how things have gone from there and how that vision is unfolding. But again, appreciate you being here today.

Marcus Azeh: Thank you I appreciate this.

BRX Pro Tip: Grow the Pie, Don’t Fight for Slices

January 28, 2026 by angishields

BRXmic99
BRX Pro Tips
BRX Pro Tip: Grow the Pie, Don't Fight for Slices
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

BRX-Banner

BRX Pro Tip: Grow the Pie, Don’t Fight for Slices

Stone Payton: And we’re back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, I want to chat a little bit about an idea, a piece of our ethos, a part of our value system that is just so critical to the success of our clients, our studio partners. It’s this abundance mentality.

Lee Kantor: Yeah. I think that a lot of people, their go-to move is to look at things as a zero-sum game, that your win is my loss; my win is your loss. And it just doesn’t have to be that way. You can look at the world as this giant pie that you just want to keep growing, rather than having us just fight for another slice or a bigger piece. It doesn’t have to be that way. You’ve got to stop obsessing over just what exists today and start thinking about how you can create new value tomorrow so that everybody can win.

Lee Kantor: In business, this is the difference between the people that are just always kind of fighting these internal turf wars or these price wars, or these kinds of roads to the bottom that really aren’t helpful, and they’re really not encouraging that kind of growth in the positivity that we’re trying to achieve here in our lives and in our businesses.

Lee Kantor: So, if you start kind of focusing in on building new products, opening up new markets, finding new partnerships that expand revenue for everybody, rather than just squeezing your customer for a little bit of higher price or a little bit more margin, look for ways to solve bigger and more painful problems so that everyone’s happy to pay a little more because they’re getting a lot more value.

Lee Kantor: You know, it doesn’t have to be a situation where you look at things with this zero-sum game mindset. It doesn’t have to be that way. Whenever something comes up, and you’re looking at it in, okay, our win is their loss, just try to reframe it and say, “How can we make this pie bigger instead? What do we have to do to create more value? What can we do? What’s in our control?” And just asking this question alone is going to lead to more innovation and better relationships. And a lot of times, more profit than just fighting over the crumbs that are in that one pie.

From Introvert to Influencer: How the Business RadioX® Platform Empowers All Personalities to Connect

January 28, 2026 by angishields

SIP-Maggie-Ishak-Feature
Scaling in Public
From Introvert to Influencer: How the Business RadioX® Platform Empowers All Personalities to Connect
Loading
00:00 /
RSS Feed
Share
Link
Embed

Download file

In this episode of Scaling in Public, hosts Lee Kantor and Stone Payton are joined by coach Maggie Ishak to discuss the Business RadioX’s unique methodology for helping studio partners rapidly grow their networks through podcast interviews and community engagement. They explore refining their messaging, accelerating partner success, and leveraging relationships with chambers of commerce and coaching organizations. The conversation highlights the platform’s appeal to both introverts and extroverts, the value of authentic connections, and strategies for scaling impact, ultimately emphasizing how their turnkey system enables partners to achieve tangible results within 90 days.

Maggie Ishak is a Certified Focal Point Business and Executive Coach and a Certified Trust Edge Partner.

Maggie has a passion for working with female business owners and leaders to transform the way they run their organizations — shifting from overwhelm and reactionary to operating with clarity and control. Through proven frameworks and practical coaching, she equips her clients to accelerate growth, strengthen profitability, build engaged teams, and reclaim balance in their personal and professional lives.

Before launching her coaching practice, Maggie enjoyed a 28-year corporate career at Michelin North America, holding senior leadership roles including VP of Supply Chain, VP of Operations, and Director of Customer Experience. She left a lasting impact not only on the business results but also on the teams she coached and the customers she served.

Maggie has a BS in Chemical Engineering from MIT and an MBA from Wake Forest University. She lives in the Atlanta area with her husband and three teenage sons.

Episode Highlights

  • Unique Business RadioX® platform methodology for network and pipeline growth
  • Importance of refining messaging and value proposition for studio partners
  • Rapid results and tangible outcomes for new partners within 90 days
  • Strategies for effective community engagement and relationship-building
  • Challenges and opportunities in pricing and growth strategy
  • Leveraging partnerships with local chambers of commerce
  • Identifying ideal studio partners who align with core values
  • Addressing the needs of introverted business owners in networking
  • Differentiating between virtual and in-person podcasting experiences
  • Emphasizing the emotional and practical benefits of the platform for business growth

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: [00:00:08] Broadcasting live from our flagship studio in Atlanta, Georgia. This is scaling 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: [00:00:56] Welcome to another exciting and informative edition of Scaling in Public. Lee Kantor, Stone Payton here with you. Please join me in welcoming to the broadcast our coach for this session, Maggie Ishak. How are you?

Maggie Ishak: [00:01:09] I’m good. How are you, Stone?

Stone Payton: [00:01:11] I’m doing well. Really been looking forward to this session, and I’m going to turn it over to you and let you do your thing.

Maggie Ishak: [00:01:16] Likewise. It’s great to actually be with both of you. Um, here, look, I’m looking forward to this. So I want to pick up where you left off with Todd in session number two around your unique approach. So tell me what’s what’s been percolating in your minds about your unique approach since that conversation? And maybe how has that changed your thinking towards this goal to 100 studio partners?

Stone Payton: [00:01:45] Well, for me, I don’t know that it’s changed my thinking as much as it has just reinforced some really closely held beliefs. So we may need to work on that. But I walked away from that session just thinking about the way we approach leveraging these tools, the methodology, the opportunity to give people, uh, this platform to share their story and promote their, their work the way we do it still, to me, to this day, and we’re 20 plus years into this, other people who are using some of these same items, you know, and recording conversations, I don’t think we’re doing it at all the way they are. And maybe we’re just not, uh, articulating that clearly enough or enough, and maybe we just got to get a lot better at that. I mean, these most I can’t find anybody that’s doing it the way we’re doing it.

Maggie Ishak: [00:02:43] I agree, I don’t think there is anybody doing it the way you’re doing it. Um, Lee, how about from your perspective?

Lee Kantor: [00:02:49] Um, my biggest takeaway was, um, kind of what Stone was saying in that I don’t think we’re doing anything wrong in terms of our methodology. What I think we’re doing wrong is not articulating how quickly we can get somebody going and seeing tangible results. And that was what I started working on immediately after. I was like, okay, let me break down our process and let me start building playbooks to get people to see results as quickly as possible. And that, that that was my big epiphany moment from the work with Todd, because I think that is something we’re lacking. We take for granted a lot of the methodology that we do and the work that we do every day to kind of fill our pipeline. And I don’t think that people realize that they can be filling their pipeline as easily if they could leverage a platform like the Business RadioX platform.

Maggie Ishak: [00:03:48] Okay. All right. So that’s where we’re going to be talking about today is kind of the value that you bring to your clients and how to articulate that. So thinking about that topic, by the time we’re done, uh, in whatever the 30, 45 minutes that we’ve got today, what would be an ideal outcome for you as you think about the value that you bring?

Stone Payton: [00:04:08] So for me, specific language, or at least a path to specific language that is succinct, that can communicate very quickly, uh, at least enough of the idea, enough differentiation from what people think they know about this platform or what they have seen, or what their nephew’s podcast is like enough for them to want to know more, to have a deeper conversation. If I could walk out with that, uh, then I would feel I would feel like we’ve really made some real strides.

Maggie Ishak: [00:04:38] Okay. That’s great. Lee, how about you?

Lee Kantor: [00:04:40] Yeah, it’s. I think we’re working on this clarity of messaging so that we can communicate our value proposition as quickly as possible so people understand, Um, what we do, why we do it, and how it works faster. And I think one of our challenges is that in a studio environment like we’re in now, it’s it becomes clearer what we do and why it works and how a person could benefit if they viscerally feel what happens in a studio where most of the work we’ve been doing lately is virtual, where that’s a little trickier and they don’t. It’s hard to differentiate what we’re doing in a virtual setting as to what we do in an in-person setting.

Maggie Ishak: [00:05:24] Okay. Got it. All right, so, Lee, I want to come back to a point you made just a couple of minutes ago around how quickly you can get studio partners ramped up and seeing some value. What do your studio partners see in 90 days?

Lee Kantor: [00:05:38] In 90 days, they see quite a bit. Um, and I think Stone’s a better person to illustrate this, because he moved to this community, this studio that we’re sitting in now. We both started out. He was in East Cobb and I was in Sandy Springs. He moved up to Woodstock and and he kind of started from scratch. Woodstock, you know, is, you know, where it is relative to Atlanta. It’s it’s it’s not it’s not nearby.

Maggie Ishak: [00:06:03] Right.

Lee Kantor: [00:06:04] It’s part of the metro Atlanta. But that’s, you know, kind of being generous. So, Stone, why don’t you share about how quickly leveraging this platform enabled you to kind of immerse yourself in the business community?

Stone Payton: [00:06:17] Sure. And had I come here two years prior, I would have come and gotten this space and then followed our methodology to build things out. We were kind of on the heels of Covid when we moved here. And so I did develop some degree of comfort doing some virtual interviews. So the way I decided to launch was we already had a home bought here, but we were still in the home in East Cobb. So I started Cherokee Business Radio as a virtual show to get my first 10 or 12 interviews. And so I reached out using our processes to invite people to come on the show, share their story, promote their work. Of course, as always, people are like, yeah, what do I gotta do? I’d love to come on and talk about me, you know? And so I had a dozen interviews with local Woodstock and Cherokee County people already in the can by the time I got here. Right. So because I’m inviting them on the show, I’m doing all the things that we that we do. And then so once I got here, I already had some momentum. And then when I reached out to those people again to tell me, you know, to recommend other people that we should maybe have in the studio, they were thrilled that we were here, that we had the studio.

Stone Payton: [00:07:25] And then from that point, I invited people to come on Cherokee Business Radio and, you know, be right here at the Innovation Spot in the studio. So I got going very quickly. And it’s going to it’s going to sound like I’m on my soapbox, but I also just I followed our methodology to the letter. You know, I invited people the way we recommend that you invite people. I said things before we went on air that we recommend you say to people before we go on air. I conducted the interview, including all of the hosting mechanics that we’ve refined over the last 20 years, in that exact way. I didn’t try to get creative. I just followed the methodology. And in the span of a few weeks, I had a handful of clients. I had a great reputation when and I’m not a networking guy because for a lot of reasons. But I don’t need to be a networking guy because I have this. This is my net, this is my network thing. But there was one group that I wanted to go check out, Young Professionals of Woodstock. It’s when all this young folks get together on Thursday morning. Maggie, uh, I don’t know why they let me in, but when I walked in, I was a known quantity.

Stone Payton: [00:08:32] I was just boom, right out of the box. You know, you join a networking group or something, it takes you a while. You probably ought to volunteer. You might want to help out on the events and all that. I was a known quantity right out of the box. And so it just all happened very quickly. And now I’m what, three, three and a half years in. I mean, everybody knows Stone. I know every bartender in town, of course, but I don’t have to buy a drink if I don’t want to. And everybody knows that I’m a good guy doing good things. And yes, I, you know, in in concert with our methodology, I do make sure that I have prospective clients in the studio every week. But I also have, you know, the lady who runs the, you know, the flower shop or the nonprofit. So this thing of ours lets you be so nice, so often, so easy, so fast. And to me, if you can do that consistently, um, you can’t help but grow your business. And so that was my experience in getting this studio off the ground. And, uh, it was it just it’s it’s fast and it’s easy.

Maggie Ishak: [00:09:37] Okay. I want to repeat back some of the things that I’ve heard both of you say. So within 90 days have a steady stream of interested prospects, clients, and you don’t have to sell a thing.

Stone Payton: [00:09:55] Yeah, absolutely.

Lee Kantor: [00:09:57] 100%.

Maggie Ishak: [00:09:58] And Stone, you said it made me be known. So easy, so nice, so often, so fast. What would somebody have to pay for that? I’m not talking about your your partner fees. What would what would that cost somebody doing it in another way?

Stone Payton: [00:10:17] 2 to 3 years. It cost them time.

Maggie Ishak: [00:10:20] Absolutely. Well. And money.

Stone Payton: [00:10:22] And money and all.

Maggie Ishak: [00:10:23] Networking fees and buying people coffee and lunch and.

Stone Payton: [00:10:27] But to me, the big price is time. You know, you might could get to my reputation and my networking in this area, um, a different way, but it’s going to take you 2 or 3 years that, that I got to 290 days. Absolutely. No question.

Maggie Ishak: [00:10:44] So I’m going to flip the script for you a little bit. So I started my business a couple of years ago, and I’ve been joining the bass, joining the associations and joining a number of other networking groups and volunteering to do things and taking people to lunch. And it has taken me time. If you had told me two years ago, I could have gotten exactly where I am today, 90 days from when I started with a much smaller investment and a lot less headache, I would have said, sign me up.

Stone Payton: [00:11:19] Well that’s encouraging. That’s that’s great. But let me ask you this. You’ve actually been in the studio as a guest before. You’ve gotten to know us a little bit. You know, other people that are affiliated with us and doing great things, you know, like in Houston.

Maggie Ishak: [00:11:32] John.

Stone Payton: [00:11:33] Ray and Tricia. Uh, but if you didn’t have the benefit of all that, does it maybe sound too good to be true, though, does it? I mean, is it because I mean this, I know this, I know a lot of coaches, consultants, fractional execs, all these people in the professional services arena. And I feel like, you know, for so much of their career, they’ve been scratching and clawing to build these relationships. It’s hard. And then I come along and say, well, you know, just take this little red pill and you don’t have to do all that. Does it sound too good to be true?

Maggie Ishak: [00:12:01] Maybe a little bit. But I will tell you, there’s a lot of other organizations and people out there with other offers that also appear too good to be true. And in my mind, some of it is kind of the what you put in versus what you get out. Right. So you could tell me, come be a studio partner, and if I don’t follow your methodology and use your script and use your process, I may not get the results that you promised me.

Stone Payton: [00:12:32] Yeah, you won’t, you won’t. And that’s another question. I don’t know if it’s for this session or not. I think Lee and I were such, um. I don’t even know what the label for it is, but we’ve been we’ve pretty much said, here’s our best practices, here’s our methodology, here’s what we know works. Uh, don’t break a couple of rules over here that these are non-negotiable. But here’s what we recommend. But you be you and go do your thing. And so there’s part of me that wonders if we shouldn’t be a little more stringent and say, no, this is the way you got to do it, at least for a while. Um, because because, no, they’re not going to get the results that they do it their way. At least that’s my experience so far.

Maggie Ishak: [00:13:06] Okay, so let me let me maybe turn this a little bit and think about of your existing studio partners, what makes a good one. How would you define a good studio partner.

Lee Kantor: [00:13:19] One that really immerses themselves in the business community?

Maggie Ishak: [00:13:22] Okay.

Lee Kantor: [00:13:23] Like they have to kind of be all in in that they have to say, okay, I really believe it’s important to serve the business community. I believe that, um, by supporting and celebrating business, That’s good for the community, and it’ll be good for me if they want to do this in a transactional manner, like what’s in it for me? How can I make money off of you? Um, it’s not going to work. I mean, you have to have a heart of service if you want to do this, and it can’t be a transactional experience. It has to really be an experience where you’re trying to serve and just kind of, oh, by the way, this is what I do. And and maybe there’s a fit and then maybe we can work together rather than, I did this for you. Now I need you to do this for me. It can’t be a quid pro quo relationship. It has to be. I’m here to serve. And this is how I serve. And if we want to work together, that’s great. But if we don’t, that’s great too. And I just want you to win. And I think you can win with me. But I’m not going to say you have to win with me. You do you. I’m going to do me. And I believe if I’m relentlessly doing this service, I’m going to win. Enough.

Maggie Ishak: [00:14:37] Okay, so thinking back to your discussion on your ideal client profile. And what are those maybe attributes? Lee I think that’s super important, what you just described. You’re looking for.

Lee Kantor: [00:14:51] Servant leaders, right?

Maggie Ishak: [00:14:52] Yeah. But that align with your values 100%. And I would expect that you could see evidence of that from these prospects before you even have a conversation with them. So I’m going to go back to two sessions ago. One of the things that you were talking about was not wasting your time with those who may not be a fit and trying to recognize that upfront. So it’s have maybe I want to ask this the other way, have you run into people that have been interested in you, but then you kind of get this, hmm. I’m not sensing there’s a fit here because maybe they are too transactional, or they are looking for a get rich quick scheme, or they’re looking for, you know, the magic pill, right?

Lee Kantor: [00:15:34] If somebody I mean, one of the clues for me at least, is I’m doing this because I want to be famous and this is about me. And then my guests are just props for to make me look good. They’re not going to be a fit for what we’re trying to do. If you want to to do a podcast or you want to have a show that makes you the smartest person in the room, do that on your own. You don’t need us to do that. If you want to do a show that grows your business, that serves your community, we can help you there.

Stone Payton: [00:16:03] Yeah, I think that’s incredibly well said. I you’ve heard me on my soapbox a little bit on in terms of, uh, repeatable processes and transferable tools for key tasks. But I think also at the heart of it is someone who is willing to take personal accountability for helping the client get another client, like they really are invested. Like, once they do get the business in helping the client get another client that that is a theme that runs through our everything we do. And I think our, our, our values are in complete support of that.

Maggie Ishak: [00:16:38] Okay. Okay. So let me ask this question for your existing partners. If Business RadioX went away tomorrow. What would it cost them to rebuild?

Lee Kantor: [00:16:53] Well, they’d have to create their own platform to get the word out. And the benefit of working with us initially is super obvious, because they get to come into a market that doesn’t have us, and all of a sudden has us, and then they get to use the halo effect of our brand and our website and all of the content, the 100,000 interviews we’ve done as a backdrop to them. So they get to start with a running start rather than from square one start. Uh, number two is they lose the infrastructure. They’re going to have to replace the infrastructure to help them publish, distribute, edit all the stuff that it takes to execute the the work that we do. So they’ll have to rebuild that. I mean, that’s in terms of hours. It’s dozens of hours, if not thousands of dollars. Um, and then they would have to replace this kind of if they were, they’d have to replace the methodology that we use to get that next guest. So they’d have to, you know, build that from scratch on their own as well. So it’s a matter of time, money and systems that we have and we’ve been doing and honing over the years, that’s today. But then they’d also lose our brainpower that we’ve been leaders in this, in this kind of niche for 20 years. We’ve been doing this for decades. So they lose any future, you know, brilliance that we come up with down tomorrow.

Maggie Ishak: [00:18:20] Okay, Lee, I know pricing is is something that we eventually want to, um, have a conversation about. Start doing some math in your mind of all those things that you write.

Lee Kantor: [00:18:29] I mean, it’s thousands of dollars. I mean, they’d have to get new virtual assistants to execute. They’d have to get new systems. They’d have to host the the content somewhere. You have to put the content somewhere. You have to then distribute the content. You have to, uh, you have to edit the content like it’s either going to be you or you’re going to hire someone to do that. So at some point they’re going to have to write checks or buy subscriptions to, you know, 20 different services in order to just do one show.

Stone Payton: [00:18:59] And or decide, okay, that’s not going to work either. So now I got to come up with this whole other approach of building real relationships real fast, and there may be some other ways to do that. I’m not aware of them. Um, so they would have to go figure that out if they just said, okay, I’m done with this set of tools. We did. You know, I, I don’t know, I don’t know, I don’t know what they would do.

Maggie Ishak: [00:19:22] Okay. So how does that make you think about your offer for studio partners and the pricing that you’ve currently got and the value that you’re giving them.

Stone Payton: [00:19:34] Well, it makes me think that we maybe should revisit it. We might need to consider making the, um, the price higher. A couple of things that are a challenge in that regard is actually our business. If you look at our business model, our existing pricing, if we can get 100 studios next year and then build to the 1000 studios that we want, we make plenty of money. So we don’t really need the pricing to make the money. I just wonder sometimes if we need higher pricing to to to be consistent with the value story that we, that we have. Um, it and I would, you know, I’d rather have 100 studios at the existing pricing than 50 at double the price. At the moment I’m more interested in the 100, and maybe that’s the wrong way to see it. Maybe I should be more interested in 50. At double the price, I don’t know.

Maggie Ishak: [00:20:25] What is your ultimate goal?

Stone Payton: [00:20:27] A thousand studios, a thousand people out there, using this platform to help them grow their existing business, and being in the Business RadioX business of serving their community and helping other people serve their clients.

Maggie Ishak: [00:20:42] Why a thousand?

Stone Payton: [00:20:43] We just. Well, actually, Lee’s done some math on it. I’d like to just because it’s a nice round figure.

Lee Kantor: [00:20:48] So the the rationale behind a thousand is there’s around 8000 chambers of commerce in America right now. And, um, I mean, that number may be plus or minus, you know, 500, but say 8000. And, um, I believe that there should be a Business RadioX supporting and celebrating the work of the top 15% of the most active chambers in America. And that would be good for those, um, a thousand markets if they had a media property out there telling the stories of the businesses in those markets, and that would help those communities. It would help the American economy, it would help all those entrepreneurs. So that’s where that came from. It’s the 80 over 20 rule, basically, of saying that we should be in the top, you know, 15, 20% of the markets that are out there.

Maggie Ishak: [00:21:42] Okay. So I have a question. You’ve been talking about working with coaches and consultants and and other genres of businesses. This is the first time I’ve heard you talk about chambers and using this tool as a way to support local business through the chambers.

Lee Kantor: [00:22:02] The chambers of commerce are an important component of our business. I mean, my studio in Atlanta, in Sandy Springs is in the Greater Perimeter Chamber of Commerce. I mean, I work arm in arm with the Chamber of Commerce. We’ve worked arm in arm with the Metro Atlanta Chamber of Commerce and with the business associations that touch Atlanta since our inception. I mean, so yes, chambers are an important part of our go to market strategy.

Maggie Ishak: [00:22:29] Okay. But thinking about the value that you bring to these potential studio partners, how could you leverage leverage Chambers to help you with that?

Lee Kantor: [00:22:39] Well, we work all of our studio partners have a relationship with their chamber of commerce. I mean, they all, um, a lot of.

Stone Payton: [00:22:46] Them have shows.

Lee Kantor: [00:22:47] Right, that are.

Stone Payton: [00:22:49] Have like a chamber show. And then they’re very involved with the chamber. And their positioning within the chamber is very differently, very different. And again, fast. Right. Because if I’m going to let the chamber come in and do a monthly show to celebrate its members and all that kind of stuff, then I’m probably going to be on the Jim Jam level of the board or whatever, you know, the Golden Circle or whatever they call.

Lee Kantor: [00:23:11] It, right? We don’t look at chambers as a way to make money. We look at chambers as a way to just enhance our, positioning within the community. So the chamber becomes our partner and they become a path to their members, because they’re going to invite their members on the shows that we’re going to help kind of co-produce together.

Maggie Ishak: [00:23:33] Right. So where where my brain went though, was you’re on this path to a thousand.

Stone Payton: [00:23:39] Mhm.

Maggie Ishak: [00:23:40] There’s 8000 chambers out there. Right. You want to target the top 1,520%.

Lee Kantor: [00:23:45] Right.

Maggie Ishak: [00:23:46] What’s stopping you from going directly to those chambers to find your next. Nothing stops.

Lee Kantor: [00:23:54] There’s nothing stopping us from doing that. It’s just that in order to. We need boots on the ground in the market. Like we can have a conversation with the Memphis Chamber of Commerce tomorrow. Stone and I, we can have a conversation with any chamber of commerce in America tomorrow. That’s not.

Stone Payton: [00:24:14] And we can have them on the air tomorrow.

Lee Kantor: [00:24:15] Right. We can be interviewing them.

Stone Payton: [00:24:17] So I have an analogy for this, and my analogy for the way we’ve tried to approach it so far, because the growth that we do have, and I mean, we shouldn’t be ashamed of the growth. We just we should have. We feel like we should have done a lot more, a lot faster. But because, like, if we do want to have a conversation with the Memphis Chamber, it’s a phone conversation and then it’s a virtual interview, right? I’m not going to hop on a plane and go down. Or maybe I should, I don’t know, but I feel like I’m hopping in a rowboat, rolling out to the middle of the bay, and then trying to sell somebody an outboard motor. Because, you know, the whole interaction with the Memphis Chamber is this virtual interaction that looks and smells a little bit more like their nephew’s podcast. So that may be a barrier I’m building for myself, but I feel like there’s, you know, because if if we were interviewing, if we were at Memphis doing some, some work live, then yeah, I think they would be all over it. And believe me, we wouldn’t have any challenge getting them or their members on the air. But as far as getting.

Maggie Ishak: [00:25:14] Them a studio partner.

Lee Kantor: [00:25:15] And that’s the challenge is identifying that right? Human being in the local market that believes what we believe and that can execute what we recommend executing. That’s that’s our challenge.

Maggie Ishak: [00:25:29] So how have you found your existing studio partners?

Stone Payton: [00:25:31] Uh God bless Mike salmon, first guy we put out in the wild. Uh.

Maggie Ishak: [00:25:36] Who’s Mike?

Stone Payton: [00:25:37] His name is Mike salmon. He’s he’s our Gwinnett, um, studio partner for another week. Uh, that’s another story because he’s he has sold that business. Um, and he’s, he’s sounds to me like he’s got a really nice exit. And the guy coming in, he’s got a great deal. You know, he’s got a lot going for him. But, uh, Mike, you know, he’s just because of the work that he’s done in Gwinnett, you know, he he he introduced us to the guy who runs the Business RadioX in Gainesville, the guy who runs it in Jefferson County, the lady who runs the Cumming Business RadioX operation. Um, so.

Lee Kantor: [00:26:11] John Ray.

Stone Payton: [00:26:12] What’s.

Lee Kantor: [00:26:12] That? John Ray.

Stone Payton: [00:26:13] John.

Lee Kantor: [00:26:13] Ray North Fulton.

Stone Payton: [00:26:14] So Mike salmon. That’s that’s that’s.

Lee Kantor: [00:26:16] He has been with us for 13 years. And, um, he just is a true believer. And he’s that guy evangelized the value.

Stone Payton: [00:26:25] His value system is so wholly consistent with our value system. Right.

Lee Kantor: [00:26:30] And he came from a traditional broadcast background. So he understood some of the way that traditional broadcasting goes to market. And he incorporated some of that into his work in Gwinnett. And he’s really made a go of it and successfully has run a studio for 13 years there, and now has sold it to go and do what? He’s something else. Well, something that he’s always wanted to do his whole life. And now the opportunity has presented itself. So he’s following kind of his little kid dream.

Maggie Ishak: [00:27:02] So okay, so I’m going to repeat back what I heard, though, you had an existing studio partner that believed so strongly in what you do that he evangelized for you?

Lee Kantor: [00:27:12] Correct.

Maggie Ishak: [00:27:13] Okay. So what?

Stone Payton: [00:27:15] With generosity to his. His evangelizing was not based on. I’m going to evangelize so that Stone and Leo write me a check for getting someone else. He did. He did it because he’s Mike and because he believes like us.

Lee Kantor: [00:27:27] And his values were similar to ours. I mean, he was the right person for us to to kind of award the first studio to.

Stone Payton: [00:27:35] Yeah.

Maggie Ishak: [00:27:35] Okay. So I do know some of your other studio partners and I don’t know Mike, but the ones that I know have huge hearts, right. And very much believe in what they do.

Lee Kantor: [00:27:48] Correct.

Maggie Ishak: [00:27:49] So this may this may come across really, uh, I don’t know what the right word is here, but have you actually asked them for referrals for other studio partners?

Lee Kantor: [00:27:58] We have.

Maggie Ishak: [00:27:59] Okay. And how has that gone?

Lee Kantor: [00:28:03] We haven’t gotten as many studio partner referrals from anyone else other than Mike than Mike.

Maggie Ishak: [00:28:09] What differentiates Mike from your other studio partners? What makes the value for him?

Stone Payton: [00:28:15] He has a full head of hair, I tell you that. Good looking kid. You know, they’re all kids to me. He’s probably 40 something, but anyway. But what?

Maggie Ishak: [00:28:24] No, really. What differentiates Mike?

Lee Kantor: [00:28:27] I don’t know. I mean, I think his level of generosity is exceptional.

Stone Payton: [00:28:31] Which is one of our key values, by the way. Maybe our most important one, right?

Lee Kantor: [00:28:35] I mean, um, I, I don’t know. I don’t have a great answer for you.

Maggie Ishak: [00:28:44] Can I give you that as a piece of homework?

Lee Kantor: [00:28:46] Absolutely. Yeah.

Maggie Ishak: [00:28:48] What makes him different? And then maybe asking him what value he’s gotten and how would he characterize that? And maybe that’s what needs to be.

Lee Kantor: [00:29:02] Well, he’s.

Maggie Ishak: [00:29:02] Got.

Lee Kantor: [00:29:03] I mean, he I mean, I’ve been to his house when he bought his house where he lives now.

Maggie Ishak: [00:29:08] Okay.

Lee Kantor: [00:29:09] And he stood up in front of everybody and said, this is the house that Business RadioX built. And he said he wouldn’t be here any minute.

Stone Payton: [00:29:17] He meant.

Lee Kantor: [00:29:18] It. Right?

Maggie Ishak: [00:29:18] Does he have, like, a Business RadioX tattoo on him? Maybe.

Lee Kantor: [00:29:21] I mean, he is the. He appreciates us at a level. Maybe other people don’t appreciate us because he knew what it was like before us, and he experienced what it was like after working with us and some of the other people. I don’t know if they, uh, give Business RadioX the credit that, um, that maybe they should.

Stone Payton: [00:29:49] Well, and occasionally that happens at the client level, too, right? Right. You forget.

Lee Kantor: [00:29:54] I mean, I’ve had I’ll tell.

Stone Payton: [00:29:55] You.

Lee Kantor: [00:29:56] Specific examples. Um, because what we do every day is we invite people on shows, right? And that’s how we make our first impression, and we build a relationship. You know, one on one, face to face in this kind of studio environment. And then I’ve had, um, people, clients have a show, meet the person for the first time, build the relationship, and then they start doing business a year later and they don’t remember that they the first relationship began here. They think it happened because they kept talking to them over the next 12 months, and they forget that the first the reason they met was because we had a tool that helped them meet and build and start a relationship in a very organic, authentic manner. And sometimes they forget that, and sometimes they make that. They minimize that. And to us, the first relationship, the first conversation is the hardest one. And this tool allows you to make a lot of first conversations elegantly, in a service minded way, and sometimes you forget. And sometimes we have to do a better job as Business RadioX to remind people, you know, when we’re working with our clients, hey, you know, you didn’t know that person before, or here’s a list of all the people that you had on your show. How many of them are you doing business with now? Because when they come on a show, it’s not like they start doing business the next day. It’s not like you’re at the grocery store and you buy it. You see a snicker bar and you buy a snicker bar. This is something that could take months, and then all of a sudden you’re doing business and you kind of forget how you met.

Maggie Ishak: [00:31:42] Or they introduce you to somebody and it’s because of the show.

Lee Kantor: [00:31:45] But.

Maggie Ishak: [00:31:45] You forget that connections, right? Not obvious.

Lee Kantor: [00:31:48] Right. So that I think, sometimes hurts us because our system is so elegant and authentic that you kind of forget sometimes that without it, it was a lot harder to meet people. It was a lot harder to have those first conversations. It was a lot more awkward, or it felt a little salesy or inelegant, where in our situation it’s very authentic, it’s very elegant and it’s very service minded. So sometimes you just don’t connect the dots that it was this that really helped you kind of launch. It wasn’t kind of your charm and good looks.

Maggie Ishak: [00:32:23] Okay. Stone, did you want to add something to that?

Stone Payton: [00:32:26] No, I think he said it very well. So yeah, it does happen. Yeah.

Maggie Ishak: [00:32:30] Okay. So I’m going to maybe connect a couple of dots here and and throw out something for, for consideration. So think back to your conversation around your ideal client okay. And what you just described in the last few minutes about around people that need or that people that have that mindset of generosity and have that the same value set that you do. But also what I just heard you say will likely appear Appeal to those who are in a service space who aren’t naturally conversational and naturally are wanting to strike up these conversations at networking events and find ways to build relationships in a way that is authentic, right? That it feels it has that ick factor to it. Correct. Right. How would you characterize that? And and and put a value on that for somebody where that’s their hurdle between them being successful in their business and them not. Right.

Lee Kantor: [00:33:33] Well, to me that’s really I mean, you can’t put a price on it. The price is every all the money. It’s your whole business. It’s your whole.

Maggie Ishak: [00:33:40] Yeah.

Lee Kantor: [00:33:41] This is the lever that solves that problem that gets you out of your own way. I mean, a key component to our business is my own introversion. I am a hyper introvert. I do not like being around people. I don’t like going to networking meetings. I’m 100% an introvert. I created this whole system for me. I wanted a way to get people to come to me. I didn’t want to be the person that are that’s going out there and shaking hands and and making small talk. I hate that. So I created this in order to create my. I wanted a seat at the table, so I made my seat at the table. I’m I’m sitting in in stone seat, and I am I’m hosting these shows. So that creates my space to bring people to me in a way that fits my personality. I don’t have to sit here and schmooze and do all this stuff that introverts hate. I can just invite people, hey, do you know anybody doing interesting work? Hey, know anybody doing interesting work? My superpower is I’m a great listener. I know how to do active listening, and I’m curious. So if I can just meet people and invite them in here, People are going to want what I have so I don’t have to pitch myself anymore. I don’t have to do any of that icky sales stuff anymore.

Maggie Ishak: [00:35:06] Do you tell that story?

Lee Kantor: [00:35:08] I’ve told the story.

Stone Payton: [00:35:10] But maybe not enough to another.

Maggie Ishak: [00:35:12] I’ve not heard that story.

Lee Kantor: [00:35:14] Well, that’s the.

Maggie Ishak: [00:35:15] Maybe I’m.

Lee Kantor: [00:35:15] Not in the right place.

Maggie Ishak: [00:35:16] To hear the.

Lee Kantor: [00:35:17] Origin. That’s the origin story of this business.

Maggie Ishak: [00:35:21] How can you take that origin story and scream it loudly?

Stone Payton: [00:35:26] I do think we need to scream it loudly and make sure we scream it loudly in the right places. And at the other end of the continuum is me. I’m not.

Maggie Ishak: [00:35:36] You’re not the hyper introvert.

Stone Payton: [00:35:37] I’m not remotely introverted. I am the guy that has a handful of jokes that always hit. I am the guy that’s happy to shake hands, but I get a great deal of emotional compensation. I’m a cheerleader. I really enjoy helping other people, being nice to other people. And this just lets you do that. You can be so nice to so many and it all and it all comes back to you. So so you get that piece of it. But just the the emotional compensation of being the local Business RadioX person. I can do so much for the lady that runs the flower shop, the the person who’s running the nonprofit, and the fractional exec that doesn’t know how to do business development. And I can I can help all of them. And I can be the, the the nice guy. And I can pick and choose my moments when I want to be in groups of people. And when I am, I’m the cool guy with Business RadioX. I’m not the, you know, the guy trying to hand you his business card and and force you into a cup of coffee next Monday. And I love being in that position. And there’s a degree of emotional compensation that comes with that for me, that, uh, it almost supersedes the, the financial compensation. But, you know, I do find that the the more people you can help, the more money you make. This has been my experience over the last, even more than the 20 years since I jumped on Lee’s coattails. The more people you help, the more money you make. And the more money you make, the more people you can help. And I mean, once you get that flywheel going, I mean, you can’t you couldn’t stop it if you wanted to. So for me, it’s great at the extremes. I don’t know about the people in the middle, but, um, if you really enjoy being nice to people and helping other people, I. This is a really cool way to be able to do that and help all kinds of people.

Maggie Ishak: [00:37:29] I think you just said your messaging.

Stone Payton: [00:37:33] Good. We should have recorded it maybe. Oh, we did, didn’t we? Oh, perfect.

Maggie Ishak: [00:37:36] We’ll go back and listen to the recording. But if you like helping people, you also mentioned this flywheel. That doesn’t stop now. I heard, um, Lee, you said hyper introvert. Okay. Yeah, I would imagine that if you go out there and say, we have a solution to help the hyper, hyper introverted people who own businesses be able to sell without selling, you’ll have a line going out the door or some variation of that. I mean, maybe this is what’s also keeping some people from starting their own business because they don’t have a way to go talk to people and build those relationships, and they’re deathly afraid of it. Um, by the way, there’s a there’s a coach that I know her niche is introverted people.

Stone Payton: [00:38:29] Mm.

Maggie Ishak: [00:38:30] Like, that’s how she markets.

Stone Payton: [00:38:34] Interesting.

Maggie Ishak: [00:38:38] To saying.

Stone Payton: [00:38:41] Okay.

Maggie Ishak: [00:38:42] If that’s where you’ve had the most success. Now go back to Mike that you mentioned a few minutes ago. Is he hyper introvert?

Lee Kantor: [00:38:48] No. We haven’t had the most success with.

Maggie Ishak: [00:38:50] The.

Lee Kantor: [00:38:50] I’m the only introvert.

Stone Payton: [00:38:51] Mike’s a little bit more like me. Mike has a stronger work. Mike is willing to go out and do more of the day to day group networking stuff. So I guess while I’m at the other end of the extreme of the continuum in terms of being an extrovert, I don’t know, maybe I’m a little bit aloof, or maybe I’m really protective of my time, or maybe it’s a I don’t know what it is, but I don’t enjoy the standard networking. Hey ho, what do you do? What do I do? You know, what do you need? That just drives me nuts. I enjoy genuine conversation. I would rather have a genuine conversation with someone that I know I can help with these toys, even if there’s no way in a million years that I’m ever going to see any money out of that, then I would like I’d rather have that conversation than, you know, this transactional exchange and have somebody pay me a few thousand bucks. You know, I just, I, I really like being the being the cool guy in town.

Maggie Ishak: [00:39:48] I just with the toys.

Stone Payton: [00:39:50] Yeah.

Lee Kantor: [00:39:51] Well, I mean, I’ll ask you a question. You mentioned earlier that when you started your coaching business, you were doing all of the things that I.

Maggie Ishak: [00:40:01] Joined BMI.

Lee Kantor: [00:40:01] And you did all those things.

Maggie Ishak: [00:40:03] And the.

Lee Kantor: [00:40:03] Change. So now I will challenge you. Now, when you were doing that, were you what was differentiating you amongst any of the other members of those same groups? Like what was making you different in terms of your service provider, just like all of them?

Maggie Ishak: [00:40:22] So being very transparent at the beginning, not a whole lot. Okay. I had to find my voice. I had to find what made me different, what made me unique. And I also got involved and helped. And I demonstrated my value by finding ways to help others without the compensation. And then people got to know me and what I was capable of. And now that’s finally, almost two years later.

Lee Kantor: [00:40:51] Right. So you took the traditional route that Stone explained or talked about earlier that you went in, you became a member, you got the lay of the land, you started taking leadership roles, you volunteered, you started doing all this stuff that I mean, that’s the playbook that I’m sure your coaching organization that you work with, they recommend you do some variation of that, right? Join the the close contact networking like a BNI, join the chamber, take volunteer, take leadership positions, etc.. That’s kind of their go to market strategy. So our position in that, and this is something we talked with Tricia about, is we want to be in that playbook of these coaching associations. We want them to recommend. Oh, you should also own a be the Business RadioX studio partner, because now you’re the media, you’re the local business media outlet in that local market, and now you’re different than everybody else. Now, when you go to the BNI in the chamber, you’re no longer the coach. You’re Maggie, the host of, you know, Memphis Business Radio. Now, you’re the one that’s going out there telling the stories in that community. Now you’re different than everybody else, 100%. You’re no longer kind of another one service provider in the market. You’re the media, you’re the cheerleader. You’re the supporter. You’re the one celebrating all the good work there. Now you’re positioning shifts and being the media has its benefits 100%.

Maggie Ishak: [00:42:23] I’m not disagreeing with you. Right.

Lee Kantor: [00:42:25] That’s that’s what we’re thinking is the lever that we need to be kind of, uh, kind of pulling on is that we want to be part of any coaching groups or service providers kind of go to market strategy. We want to be part we want to be recommended, just like your coaching organization recommended. Join BNI. We want them to say be a Business RadioX studio partner.

Maggie Ishak: [00:42:51] Okay, so of the going back to the first session that you did, going back and looking at your prior interviews, I would imagine you’ve got a number of people in your roster that belong to these various organizations, people.

Stone Payton: [00:43:06] That we’ve interviewed. Yeah. Come on on. Yes, we do, because we’ve done a coaching series for a couple of years now. Wildly successful. They love it. Yeah. But we haven’t come back to them effectively with this value proposition of, you know, doing, you know, being the Memphis Business RadioX.

Maggie Ishak: [00:43:23] Okay. So let’s build that out. So you guys just I mean, in the last I don’t know how long we’ve been here now, but, um, you’ve talked about immense value that you create. That takes them 2 to 3 years and sometimes even longer to longer, to build through alternative channels.

Lee Kantor: [00:43:44] Right through the traditional model that go to market strategy requires a lot of time, effort, and resources in order to execute.

Maggie Ishak: [00:43:52] Yeah, you said time, money systems, right?

Lee Kantor: [00:43:54] So if they partner with us, they can be a lot more successful, a lot more quickly.

Maggie Ishak: [00:44:00] Okay. So do you have a couple of coaching organizations or other networks of coaches that you can go to? I mean, off the top of your head, I know there’s one.

Lee Kantor: [00:44:09] Right? So I mean, but we haven’t we haven’t had a chance to have the conversation with the leadership of those groups yet. I mean, but that is on our kind of roadmap of, okay, we want to identify and we’ve already done that identified like the top 30 to 40 coaching organizations and then come up with a plan to get in front of them to at least kind of pitch, hey, we want to be part of your franchisee or coach. Go to market strategy.

Stone Payton: [00:44:42] So I love that idea and no doubt in my mind, I know that we can get in a conversation with the Grand Poobah of XYZ coaching franchise or association or whatever, and we can tell them, oh, by the way, we’ve interviewed a dozen of the coaches in your system, but a lot of those interviews will have been virtual.

Lee Kantor: [00:45:04] Right?

Stone Payton: [00:45:05] Right. And so I guess I’m a little bit stuck on this whole rowboat, you know, selling them an outboard motor thing. Um, I’m just trying to think, what is the.

Maggie Ishak: [00:45:14] Where’s the gap for you? Where’s the gap for you?

Stone Payton: [00:45:17] Everything that they’re experiencing in our in our building, our relationship with them and everything that the that they’re dozen members whom we’ve interviewed is not what we do. It looks and tastes and smells a lot more like traditional podcasting as opposed to business development. Business development.

Lee Kantor: [00:45:36] Well, and the experience the real life experience.

Stone Payton: [00:45:40] But we ought to ask her about her. You. Because you’ve been a guest on the show.

Maggie Ishak: [00:45:43] I was in this room.

Stone Payton: [00:45:44] Right. So, I mean, it’s we’re operating under the impression that the guest experience is. Well, we know at the local level to grow a studio, to grow a market. The guest experience is everything, but like.

Maggie Ishak: [00:45:54] Yeah, but you’re talking about from the coaching organization, like.

Stone Payton: [00:45:57] Right. Like, how do we make that?

Lee Kantor: [00:45:58] Right. Like, so, for example, Tricia is working with us. She works with us as studio partner in Houston. Everything she’s done with us has been virtual. She’s never had this experience. She’s never done what you’ve done. Okay. Sat here face to face in front of people with a microphone and headphones. She’s never done that. Your experience with us is different than hers. Okay.

Maggie Ishak: [00:46:22] Does it matter?

Lee Kantor: [00:46:23] I think it does, because I think you have the visceral experience of what it’s like to share the microphone and headphones with other people in this environment where she has just done podcasting in the way that podcasting is done now virtually over zoom, and we try to kind of emulate or try to create an experience that’s similar to this, but it’s never this. It’s kind of like this, but it’s not this.

Maggie Ishak: [00:46:53] Okay? Versus I’ll drop a name John Ray.

Lee Kantor: [00:46:57] Wright.

Maggie Ishak: [00:46:57] Who has an in-person studio.

Lee Kantor: [00:47:00] Right, right.

Stone Payton: [00:47:01] And he started out by he was probably a guest on one of my shows at some point, I’m sure, as a fractional exec because, sure. Um, and then at some point he started like co-hosting with Mike, and then he grew into be a business radio studio partner, and he’s done a fabulous job as well. But again, I’m just trying to envision the conversation with the, you know, the Grand poobah of a coaching organization based out of wherever Memphis. Let’s just we’ve been talking about. All right. So what is my sales process? Because we know this sales process works. I mean, right.

Lee Kantor: [00:47:31] So they’ll have never experienced this.

Stone Payton: [00:47:33] They will have never.

Lee Kantor: [00:47:34] Have only experienced virtual over zoom.

Stone Payton: [00:47:37] Unless we go do Radio Day or something.

Lee Kantor: [00:47:39] Right?

Maggie Ishak: [00:47:40] Okay, so let’s let’s think about this for a second. The so so Stone, you’re asking the conversation that I have with a studio partner. A singular studio partner is very different than the conversation I have with the CEO of a coaching organization that is training coaches and bringing them online. Well, right.

Stone Payton: [00:47:57] That would be different. But also just having a sales process aimed at serving a prospective, a prospective studio partner in Memphis is very different than if you and I were talking about having you be a studio partner, if John Ray wasn’t already there, if that, it would be right now if you and I were having a conversation about you being a studio partner in Alpharetta, that’s that’s going to take on a whole different dynamic than me having a conversation with you if you were in San Diego.

Maggie Ishak: [00:48:25] Why?

Stone Payton: [00:48:26] Well, maybe I’m wrong. I’m just saying.

Maggie Ishak: [00:48:28] Tell me, tell me, tell me your line of thinking. Why is that different?

Stone Payton: [00:48:31] Well go ahead.

Lee Kantor: [00:48:33] Well, because you’ve never you in San Diego. The person we’re talking to there never had this experience.

Maggie Ishak: [00:48:40] Does it matter? I’m sorry. I’m not being snarky.

Lee Kantor: [00:48:43] I think it does.

Stone Payton: [00:48:44] Well, we’re operating under the impression that it does, but maybe it maybe it does.

Lee Kantor: [00:48:49] It matters less.

Stone Payton: [00:48:50] Than.

Lee Kantor: [00:48:50] We think. I mean, maybe it does.

Stone Payton: [00:48:51] And maybe we’re building a wall that we shouldn’t be building, I don’t know. But to us, this is so different than a virtual interview.

Maggie Ishak: [00:48:59] Doesn’t change the end result that the host of that show has people coming to them saying, I want to be on your show.

Stone Payton: [00:49:12] No. If they’ll if they’ll do the thing and then and then do this where they are, it’ll absolutely work. I’m just talking about our sales process to with them of getting them to do this in San Diego. But again, maybe we’re building barriers that aren’t really there.

Maggie Ishak: [00:49:28] Have you asked anybody.

Lee Kantor: [00:49:31] Have we asked?

Maggie Ishak: [00:49:32] Have you queried anybody if that matters? Have you gotten any feedback to say that it does matter or doesn’t matter?

Stone Payton: [00:49:38] Um, just lack of them going all the way through the process and actually pulling the trigger to start a studio.

Maggie Ishak: [00:49:45] So your funnel is more successful going through in person than in person?

Stone Payton: [00:49:52] Yeah, the in-person stuff we are really, really good at. I mean, we have extremely fine tuned, you know, we can we we know exactly what to do when you have a physical studio. There’s so much that happens in this room and it’s all by design. It’s all done with intent. Um, but maybe we just could get a lot better at using the major parts of our methodology and having those initial, um, maybe again, maybe it’s self-created barriers, but to get the person that’s out of town to understand the the value of the dynamic that’s created in this room.

Maggie Ishak: [00:50:30] So I agree with you that there is an extra benefit that you get from being in person. 100%. But to go from 100 down to zero when you go from in-person to zoom or some other virtual, right, does it really go down to zero?

Stone Payton: [00:50:52] I’m sure the answer is no.

Lee Kantor: [00:50:53] It probably doesn’t go down to zero. Um, but does it go down to a number that’s, uh, enough for them to say, okay, I’ll try this virtually.

Maggie Ishak: [00:51:07] How could you test that?

Stone Payton: [00:51:10] Well, you know how how? Because it was on the heels of Covid. The way I got my studio going actually was virtual. So I guess we could say. Oh, and here’s how we do it to make this work. Over the long haul, you’re going to need a studio. You’re going to want a studio. You’re going to make a lot more money, help a lot more people. If you have a physical studio and in most cases you probably won’t even have to pay rent. Most of our studio partners don’t pay rent because they don’t. John Ray doesn’t. Yeah. Yeah. Okay. And we’ve learned that the best way to get this thing going quickly is to get a dozen, 15 interviews in the can. And the best way to do that before you, you know, start going to get space and building out a studio and equipment and all that. The best thing to do is to do virtual. So maybe if we if we if we just told them that, but we we made the expectation very clear that after this much money or after this many interviews, now it’s time for you to go get your studio.

Maggie Ishak: [00:52:03] Well, it sounds like the studio is to their own benefit.

Stone Payton: [00:52:06] Oh, yeah. Oh, yes.

Lee Kantor: [00:52:08] Right. So maybe that’s the secret is to make it undeniable so that they want to have their own studio because they’re going to get to that next level.

Stone Payton: [00:52:18] Yeah, maybe that’s the framing. And and we actually do have precedent for that. And I, I really think that’s for Tricia is I do think Trisha. Tricia intends to have a physical studio in the veteran Chamber of Commerce, and we’ve got precedent with the way I launched this one. And then if we have precedent with Tricia. So maybe that’s the way. So we just up front here’s here’s the process and and it may maybe won’t feel as big a hairy a deal to them if they don’t have to worry about the studio just yet. Just follow all the other parts of our methodology.

Maggie Ishak: [00:52:52] So question would launching virtually remove a barrier for your prospects just to get them started?

Lee Kantor: [00:53:04] Yeah, for sure. Because I’m thinking, yeah, because they can just start by doing what they’re doing now. They don’t need anything else other than sending some messages on LinkedIn.

Stone Payton: [00:53:16] And or.

Maggie Ishak: [00:53:17] Going to their local chamber or wherever they’re locally.

Lee Kantor: [00:53:19] They’re doing anyway. Probably. Right. Right.

Stone Payton: [00:53:25] So I think that. So what’s.

Maggie Ishak: [00:53:27] What. So what would be a next step. What would, what would what would get some momentum behind this.

Stone Payton: [00:53:32] Well, that really informs my conversation with a prospective studio partner because because that that I can change on a dime. Um, still got to go back and figure out, okay, what’s the best way to get the conversation in the first place? And maybe it really does go back to our root methodology of if we want to have a conversation with them, we interview them just like we would if they were in a local market.

Lee Kantor: [00:53:57] Right. Well, I mean, that’s our I mean, we’re a one trick pony, right? Right. We meet people the same way. We invite people on shows. That’s how we do what we do.

Maggie Ishak: [00:54:06] So you want to be targeted about who you invite, right?

Lee Kantor: [00:54:08] Of course. But let’s go. Let’s pose the question to you. You’re now you’ve gone through this. You’ve been a guest on a show.

Maggie Ishak: [00:54:17] Huh?

Lee Kantor: [00:54:18] Um, now that you have an idea of what this is and how it works. And you were like, wow, let me see how I can implement this in my world. Um. How what would be kind of the pricing that you would be like, oh, that’s a no brainer. And you throw your credit card across the table versus, oh, that’s let me think about that.

Maggie Ishak: [00:54:43] Okay, I’m going to answer your question, but I’m going to answer it in a different way. Okay. Um, I am not a technical person. Right. So if you told me, Maggie, starting starting a show like this is a great way to get clients. I’m immediately going to close my ears, because that thing on the desk there, I don’t even want to touch it. The cables, like I don’t. So for me, there’s a tremendous value lie in knowing that all that stuff’s just gonna happen. Okay. The social media part. I’m not great on social media. If you said that’s magically going to happen, right? And if then you told me you’re going to have people knocking on your door wanting to talk to you.

Lee Kantor: [00:55:25] Right.

Maggie Ishak: [00:55:26] Okay, let’s add up how much money I’ve spent for other networking associations over the last year. Your fee pales in comparison to that time and money and resource that you describe that I’ve spent.

Lee Kantor: [00:55:38] Right.

Maggie Ishak: [00:55:38] So I know your fee. I’ve seen it.

Lee Kantor: [00:55:42] Is it a no brainer?

Maggie Ishak: [00:55:45] Okay. Those who are listening can’t see the look on my face.

Stone Payton: [00:55:51] She thinks it’s a no brainer at our current.

Maggie Ishak: [00:55:52] When you describe what you describe and the benefit that a host would get. Yes, the scales are definitely tipped in the favor. It’s a matter of you articulating the value. Now I’m going to also add this to you. I know John, I know Tricia, I know Joshua, okay? I don’t have the pleasure of knowing Mike. Okay. Um, when I looked at what they did. Like when I first met John, I took it purely at face value. He’s just interviewing people. He’s a nice guy. You go have a conversation with him in the studio. That was kind of fun. It didn’t occur to me at the time that I was doing it. What? What those next steps or what what happens after. And I think if you can find a way to help educate and articulate that, then your value goes way up.

Lee Kantor: [00:56:46] Well, I mean that again, that was by design because you went in there with your sales radar down. You weren’t thinking that there was any kind of business model around this.

Speaker5: [00:56:57] And John, such a nice person. Right.

Lee Kantor: [00:56:59] Well, again, that goes to our choosing the right people to be the.

Stone Payton: [00:57:03] Yeah, we need more John’s and more mikes.

Lee Kantor: [00:57:05] And so at some point, did he ask you if you wanted to have your own show?

Speaker5: [00:57:12] No.

Maggie Ishak: [00:57:14] At least I don’t remember him asking me that.

Lee Kantor: [00:57:17] Well, he might have. And you just. It didn’t occur to.

Maggie Ishak: [00:57:19] You it might have went in one ear.

Lee Kantor: [00:57:20] Out because you because you had that kind of aversion to technology and all these things. And that might have been a bridge too far. So you didn’t even consider it.

Maggie Ishak: [00:57:29] Maybe not. And Joshua didn’t either.

Lee Kantor: [00:57:31] Right.

Speaker5: [00:57:35] So.

Maggie Ishak: [00:57:35] But but can I share this with you? Okay. I was talking with a good friend of mine, um, who was a business owner, just on Friday, and he told me he was looking for podcasts to guest on for some visibility. Right. Okay. And I asked him because I had just talked to you, Stone. I said, what’s preventing you from doing your own? And he we were on zoom and he looked at me. He’s like, oh. And he’s he’s techy in his own way, right? He’s like, I don’t want to deal with the publishing and the editing and the social media. I was like, what if there was a way to do that for you? And he perked up. He’s like, there is. That was the email I sent to you this morning.

Stone Payton: [00:58:19] Thank you for.

Speaker5: [00:58:19] That.

Maggie Ishak: [00:58:21] So that’s all it took?

Stone Payton: [00:58:23] Right.

Maggie Ishak: [00:58:26] He’s interested.

Stone Payton: [00:58:27] Good.

Maggie Ishak: [00:58:29] And and I think your price point is very doable. Like to that to that business owner who’s at a certain stage in his business, that price point to continue to build authentic relationships. And he is a relationship builder and he is that same of those same values and kind of cut of that same cloth. So I think it’s just a matter of leveraging the people that you have in your network that already have those values to find those other like minded people with the same values.

Speaker5: [00:58:57] That’s maybe I’m being during this.

Stone Payton: [00:58:59] Conversation.

Lee Kantor: [00:59:00] A lot of homework for you.

Stone Payton: [00:59:01] Well, the values and the people who who think like us and do get emotional compensation and financial compensation from genuinely serving other people, maybe is there. How do you I mean, is there a I mean, you can feel them out and have conversations with them, but I mean, should we have some kind of formal assessment along those lines too? Or do you think it’s more just get to know them through our normal relationship?

Maggie Ishak: [00:59:25] What would you assess their values.

Stone Payton: [00:59:28] Are they really.

Lee Kantor: [00:59:29] Right? We have to we have to kind of determine are they a relationship person or a transactional person, like some sort of.

Maggie Ishak: [00:59:35] And I think all you have to do is ask a few people that know them.

Lee Kantor: [00:59:39] So you think it’s through other people that you would determine that rather than anything they said. So.

Maggie Ishak: [00:59:44] So by nature of so I’m gonna I’m gonna consider myself a values based person and wanting to build relationships. And I consider myself in your camp because what you’re saying really resonates with me. Okay. The person that I sent the email to connect you with this morning is also cut of that same cloth. And I think like breeds like. And so I would imagine if you ask John Ray, who are the people that are close to him. And who are the people that that that have those same values? He could probably give you a list. And you asked Tricia and she’d probably give you a list and it could just.

Stone Payton: [01:00:21] Right. And we really haven’t made that ask consistently, methodically. We’ve mentioned it before, but we haven’t.

Lee Kantor: [01:00:29] Right.

Stone Payton: [01:00:30] Yeah.

Maggie Ishak: [01:00:31] So can I throw that out as another bit of homework for you?

Stone Payton: [01:00:36] Homework. I got a whole pad of homework.

Lee Kantor: [01:00:39] That’s why we’re doing this. Absolutely.

Maggie Ishak: [01:00:41] That’s what you get with these sessions? No, but but being very deliberate about asking your existing partners whom you hold in high regard.

Stone Payton: [01:00:50] Right.

Maggie Ishak: [01:00:51] Who else is in your circle that shares these same values?

Lee Kantor: [01:00:54] And it’s a great, great exercise we should be doing.

Maggie Ishak: [01:00:57] And then you could test your pricing and test your conversation. And oh, by the way, you could just offer them to be a guest on your show as well since that’s what you do best.

Lee Kantor: [01:01:04] Right, exactly.

Maggie Ishak: [01:01:05] And maybe use that as a conversation. Now, Lee, when when you and I met about a year ago. Had you asked me, how difficult is it for you to find clients? I don’t know that you would have asked me that, because that would have been a tough question to answer on air. I would have told you. Wow, this has been this has been a lot more challenging than I anticipated. And and that could have swung the door wide open. But I know you’re not selling. That’s not your intention.

Lee Kantor: [01:01:26] I’ll tell you, when we do the show, we do ask typically a marketing question. And that marketing question in our business, are our relationships important to you? That I probably did ask some version of that during the conversation. And then depending on your answer, it would have determined what was the next, um, yeah, kind of move to make.

Maggie Ishak: [01:01:49] So maybe I didn’t answer it in the right way, I don’t know.

Lee Kantor: [01:01:51] I mean, we could go back and kind of see, uh, the paper trail that’s associated, but we we’re trying to be better in, in our systems to make sure that that question is asked and also to have a follow up path, uh, based on that answer. So we are trying to be better in that area in terms of tightening our systems, because that is an important component of our methodology, is when you’re the hosting mechanics we recommend to our our partners is to ask some sort of a marketing question to your guests so that you can determine if they are a prospect for other services you might be offering.

Maggie Ishak: [01:02:32] So now you’re going to make me go back and listen to the shows that I’ve been on to look for that question.

Lee Kantor: [01:02:36] Well, I mean, that’s how we go to market.

Maggie Ishak: [01:02:39] Okay. Um, and then but before we wrap up, I want to come back to kind of where we started all of this with you targeting maybe coaching organizations or kind of, you call it the Grand Poobah. Like, how do you. Right. Um, is that still top of mind for you now, or are you wanting to take a little bit of a left turn? I don’t want to call it a left turn because that implies, um, but maybe just take a different path.

Lee Kantor: [01:03:04] Right.

Maggie Ishak: [01:03:04] On the road to 100 and road to 1000.

Lee Kantor: [01:03:06] Well, in order to get to 101,000, we have to have kind of multiplier effect. So it is part of that journey is to get in front of people that are leading these types of organizations that have hundreds of, not thousands of, of the right prospects, you know, within them. Uh, so that’s definitely part of the path. We want to have meaningful conversations with people who are leading those types of organizations so we can and we think we have to ideally get invited by somebody who is one of their members to say, hey, you should talk to these people. They might have something that could benefit all of the members.

Maggie Ishak: [01:03:43] Okay, so hint, hint, there is an organization, um, of which one of your studio partners and I are members, and that organization also operates with very strong values and a strong culture that I believe aligns with your model. And so I think it’s just a matter of An introduction and a conversation. Because I think there’s a lot of other people like me that are looking for ways that where I was a year ago, year and a half ago, to launch my practice without all of the time, money and systems that you talked about earlier. Um, I think it could provide immense value.

Stone Payton: [01:04:30] Well, it makes me think, you know, all of this. You and I know how easy all this is because he and I aren’t technical either. But all of this is does feel big and hairy. And I think maybe sometimes we get desensitized to how easy we take for granted, maybe how easy it is for us to meet people and build new, real relationships, and how easy it is for us to strengthen existing relationships, and how easy it is for us to be nice to a lot of people who are never going to write us a check, but it’s still just good mojo. I well, I won’t speak for you. I think maybe sometimes I take all that for granted. And so I fail to communicate that. And when I’m, when I’m talking to a prospective client.

Lee Kantor: [01:05:18] Right. And I think that we underestimate the pain that they’re going through to do the same thing.

Stone Payton: [01:05:24] Right? Right.

Maggie Ishak: [01:05:25] Lee 100%, 100%. Now, can I throw a couple of other, um, just things to consider when you think about if you’re just thinking about coaches.

Stone Payton: [01:05:36] Yeah.

Maggie Ishak: [01:05:37] You know, there are groups like ICF, the International Coaching Federations, there’s a number and there’s a local chapter here in the Atlanta area. There’s chapters all over the country. Um, there’s there’s other groups like that, other groups like Focal Point that have groups of coaches. Um, there’s there’s also others that are out there that are trying to market to coaches, right. You know, finding ways maybe to align with them as well. I mean, I think. Lee, I think the point you made a minute ago needs to be really be kind of hyper focused. You don’t necessarily see the pain that so many of these people go through, and how many of them hang their shingle up. And then after a year or two, they have to take the shingle back down, right?

Lee Kantor: [01:06:30] Because it was harder than they thought.

Maggie Ishak: [01:06:32] That hyper introversion or, or other things around that. Yeah. And so going back to the value.

Stone Payton: [01:06:38] Um. Well, that’s encouraging to hear.

Maggie Ishak: [01:06:45] All right. So what else is on your mind today?

Lee Kantor: [01:06:48] Well, I think we covered quite a bit. And I want to make sure before we wrap up, um, that people know how to contact you. What’s the best way to. Yeah, probably the.

Maggie Ishak: [01:06:57] Easiest way to find me is on LinkedIn. Um, Maggie. Maggie. Last name is Ishak. I s h a k. Um. Go find me on LinkedIn and send me a connection request and tell me that you heard this show.

Lee Kantor: [01:07:10] All right.

Stone Payton: [01:07:11] And then this time next year, you can just reach out. Reach her at Business RadioX. Maggie, thank you so much. This has been incredibly helpful.

Maggie Ishak: [01:07:20] I’ve enjoyed it. Thank you for having me.

Stone Payton: [01:07:22] Our pleasure.

Outro: [01:07:26] 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.

 

  • « Previous Page
  • 1
  • …
  • 4
  • 5
  • 6
  • 7
  • 8
  • …
  • 1329
  • Next Page »

Business RadioX ® Network


 

Our Most Recent Episode

CONNECT WITH US

  • Email
  • Facebook
  • LinkedIn
  • Twitter
  • YouTube

Our Mission

We help local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession.

We support and celebrate business by sharing positive business stories that traditional media ignores. Some media leans left. Some media leans right. We lean business.

Sponsor a Show

Build Relationships and Grow Your Business. Click here for more details.

Partner With Us

Discover More Here

Terms and Conditions
Privacy Policy

Connect with us

Want to keep up with the latest in pro-business news across the network? Follow us on social media for the latest stories!
  • Email
  • Facebook
  • Google+
  • LinkedIn
  • Twitter
  • YouTube

Business RadioX® Headquarters
1000 Abernathy Rd. NE
Building 400, Suite L-10
Sandy Springs, GA 30328

© 2026 Business RadioX ® · Rainmaker Platform

BRXStudioCoversLA

Wait! Don’t Miss an Episode of LA Business Radio

BRXStudioCoversDENVER

Wait! Don’t Miss an Episode of Denver Business Radio

BRXStudioCoversPENSACOLA

Wait! Don’t Miss an Episode of Pensacola Business Radio

BRXStudioCoversBIRMINGHAM

Wait! Don’t Miss an Episode of Birmingham Business Radio

BRXStudioCoversTALLAHASSEE

Wait! Don’t Miss an Episode of Tallahassee Business Radio

BRXStudioCoversRALEIGH

Wait! Don’t Miss an Episode of Raleigh Business Radio

BRXStudioCoversRICHMONDNoWhite

Wait! Don’t Miss an Episode of Richmond Business Radio

BRXStudioCoversNASHVILLENoWhite

Wait! Don’t Miss an Episode of Nashville Business Radio

BRXStudioCoversDETROIT

Wait! Don’t Miss an Episode of Detroit Business Radio

BRXStudioCoversSTLOUIS

Wait! Don’t Miss an Episode of St. Louis Business Radio

BRXStudioCoversCOLUMBUS-small

Wait! Don’t Miss an Episode of Columbus Business Radio

Coachthecoach-08-08

Wait! Don’t Miss an Episode of Coach the Coach

BRXStudioCoversBAYAREA

Wait! Don’t Miss an Episode of Bay Area Business Radio

BRXStudioCoversCHICAGO

Wait! Don’t Miss an Episode of Chicago Business Radio

Wait! Don’t Miss an Episode of Atlanta Business Radio