Above The Business

"Getting the systems and the processes in place actually creates space for the creativity because there's certain things in business that just need to happen."

In this episode of Above the Business, Bradley Hamner is sharing a fan favorite episode with David Jenyns, author of "Systemology." This episode serves as a perfect introduction to systems thinking, as Bradley prepares listeners for an upcoming episode featuring David's new book "Systems Champion." Listen for an in-depth discussion about building business systems that create freedom rather than constraint.

David shares his entrepreneurial journey from running various businesses including a rock and roll clothing franchise, video production company, and digital agency, to his breakthrough moment that led him to systemize his way out of day-to-day operations. The conversation addresses the common entrepreneurial paradox: starting a business for freedom but ending up trapped by it.

Key Topics DiscussedOvercoming the Systems Mindset Barrier

• Why entrepreneurs often resist systemization despite wanting freedom.
• The counterintuitive truth that systems create space for creativity, not stifle it.
• How David's video production business breakthrough showed him that processes. handle routine tasks, freeing up mental space for high-value creative work.

What Business Systems Actually Look Like

• Moving beyond the overwhelming "McDonald's manual" perception of systems.
• Starting simple with screen recordings, checklists, and basic documentation.
• Systems as iterative, living documents that evolve over time.
• The importance of seeing actual system examples to understand what's possible.

The Master Skill for Business Owners

• Every business problem is fundamentally a systems problem.
• Lead generation issues = need better lead generation systems.
• Sales problems = need better sales systems.
• Cash flow issues = need better finance management systems.
• Staff problems = need better recruitment and onboarding systems.

Getting Started: From Blank Cursor to Documentation

• Practical first steps for solo entrepreneurs vs. teams with 5+ people.
• The power of Loom recordings stored in organized Google Drive folders.
• Capturing current processes before optimizing (not aspirational systems).
• Applying the 80/20 rule to focus on essential systems first.

The Systems Champion Role

• Why successful businesses identify a dedicated systems champion.
• The systems champion as the "department head" for processes.
• How this person celebrates wins, supports team members, and keeps systems front-and-center.
• The business owner's role in leading and supporting (not abdicating responsibility).

Building Business Assets vs. Trading Time for Dollars

• Understanding systems as business assets that generate value without owner presence.
• The transition from working in the business to working on the business.
• Why business owners must invest time and resources upfront to build systematic foundations.

Guest Information

David Jenyns is based in Melbourne, Australia, and is the author of "Systemology." He helps business owners systematize their operations to create freedom and scalability. David has experience across multiple industries and is currently working on his upcoming book "Systems Champion," which focuses on the person who actually implements and drives systematic business documentation.

Connect with the Show

Bradley Hamner hosts Above The Business, empowering business owners to rise above daily operations and embrace strategic ownership. The show focuses on building businesses by design rather than accident.

This episode pairs perfectly with the upcoming episode on "Systems Champion" - make sure you subscribe on your favorite podcast player and stay tuned for more insights on systematic business growth.

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions.

More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

Bradley defines the key terms "Rainmaker" and "Architect" after realizing he'd been using this language without clearly explaining what these roles mean. This solo episode wraps up his longest podcast series on the Rainmaker to Architect journey.

THE RAINMAKER:

• Everything runs through you - you're the bottleneck.
• Usually the top performer but also the biggest limitation.
• All decisions need your approval.
• Constantly firefighting (but you're better at starting fires than putting them out).
• Essential to daily operations - business fails without you.
• Involved in every aspect: sales, operations, customer service, marketing.
• Can hit $500K-$750K, maybe $1M, then you hit a wall.

The Octopus Analogy (from Marquez Brownlee):

"I was like a genius octopus with a thousand hands" - you need to systematically cut off arms one at a time:

• Customer service
• Fulfillment
• Lead handling
• Marketing functions
• Administrative tasks
• Payroll

THE ARCHITECT:

• Uses blueprints and systematic design thinking
• Asks "How can I be effective?" not "How can I do more?"
• Works above the business, not in daily operations
• Proactive rather than reactive
• Designs systems then designs themselves out of them
• Freedom and flexibility focused
• Has operating systems and blueprints in place

KEY COMPARISONS:

Rainmaker = Reactive, Essential, Bottleneck, Wings everything.

Architect = Proactive, System designer, Blueprint creator, Freedom-focused.

ACTION STEPS:

1. Acknowledge if you're the bottleneck.
2. Start systematically removing yourself from operations.
3. Document systems even when it feels like you should be doing other things.
4. Shift from "How can I do more?" to "How can I design this?"
5. Build blueprints, not just hustle harder.

RESOURCES:

blueprintos.com/blueprint - Discover Blueprint and resources for business owners.

This concludes Bradley's longest podcast series. Next episodes return to solo format before launching new series content.

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions.

More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

We're thrilled to welcome Tom Hegna, CLU, ChFC, CASL, to Above the Business. Tom is widely recognized as THE leading expert speaker on optimal retirement solutions and has earned his reputation as the definitive Retirement Income Expert. With an impressive background as a former Senior Executive Officer at New York Life, retired Lieutenant Colonel, and economist, he brings a unique blend of military discipline, corporate leadership, and economic expertise to our conversation with Bradley.

Tom has condensed his considerable knowledge into five groundbreaking books:

Paychecks and Playchecks: Retirement Solutions for Life - This bestseller ranks in the top 1% of any book ever sold, making retirement planning accessible to millions.

Retirement Income Masters: Secrets of the Pros - A compilation of the very best practices from the top retirement experts across the country.

Paycheques and Playcheques: Retirement Solutions for Canadians - Bringing his expertise north of the border with solutions tailored for Canadian retirees.

Don't Worry, Retire Happy! Seven Steps to Retirement Security - Based on his popular Public Television Special that has reached over 80 million homes in the US and Canada.

Don't Worry, Retire Happy! Seven Steps to Retirement Security for Canadians - His most recent work, extending his proven methodology to Canadian audiences.

When you listen, you will discover Tom's proven framework for creating optimal retirement income streams, learn why traditional retirement advice often falls short, and understand how to apply military-grade planning principles to civilian retirement challenges. His ability to make the complex simple while maintaining scientific rigor makes this episode essential listening for anyone serious about retirement security.

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions.

More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

What's the ultimate dream outcome for every small business owner? In this episode, Bradley breaks down why he believes every entrepreneur should be working toward a profitable, million-dollar-plus business that runs and grows without them - and challenges you to define what YOUR specific dream outcome looks like.

Key TakeawaysThe Dream Outcome Framework

A profitable, million-dollar-plus business that runs and grows without you

1. Profitable

• Minimum threshold: 10% net profit.
• Target range: 25% net profitability.
• Growth strategy: Some businesses can scale to 30% over 5 years (1% improvement annually).
• Why it matters: Profitability funds reinvestment for future growth (hiring, marketing, equipment, facilities).
• Key insight: "Profitability is a prerequisite for growth" - Craig Groeschel.

2. Million-Dollar Mark

• The reality: 91% of businesses never cross $1M in top-line revenue.
• Business survival: 96% don't see their 10th birthday.
• The advantage: Once you hit $1M, scaling to $2M happens in 25% of the time it took to reach the first million.
• Financial freedom: $1M business at 25% profit = $250K + your salary.

3. Runs and Grows Without You

• Foundation: Must run on an operating system outside of you.
• Test: Can you take a month-long trip to Europe without being tied to the business?
• Ultimate goal: Business doesn't just maintain - it actually grows while you're away.

Critical Business InsightsThe Entrepreneurial Myth (E-Myth)

• Being great at your craft ≠ being great at business ownership.
• Examples: Great insurance agent ≠ great agency owner.
• The shift: Learn to be a business owner first, then you can master the technical side.

The North Star Concept

• Your dream outcome is something you navigate by, not necessarily to.
• Use it as directional guidance for decision-making.
• Break it down: 3-year goals → 1-year goals → 90-day actions.

Goal Setting Framework

1. Define your ultimate dream outcome.
2. Set 3-year targets.
3. Plan this year's objectives.
4. Focus on next 90 days.

BONUS: We are working through this LIVE on June 24th, 2025 at 10 AM CST and you can join us when you register at https://intensive.blueprintos.com

Reflection Questions

• What's YOUR specific dream outcome?
• Is it a revenue number? Profit target? Personal income goal?
• How much freedom and flexibility do you want?
• What would you add to or change about the standard framework?
• Why did you get into business in the first place?

Action Items

1. Get specific: Write down your actual dream outcome (avoid "I want more").
2. Set measurable targets: Include specific numbers for revenue, profit, and personal goals.
3. Plan backwards: From dream outcome → 3 years → 1 year → 90 days.
4. Assess current state: How profitable is your business right now?
5. System audit: What needs to change for your business to run without you?

Key Statistics

• 91% of businesses never cross $1M in revenue.
• 96% of businesses don't survive 10 years.
• Target profit margins: 10% minimum, 25% optimal.
• First million is always the hardest to achieve.

Quote of the Episode

"The reality is many of you didn't get in business to own your job. You got in it to own a business. Learning how to be a business owner is vastly different than learning how to be good at whatever it is that you do." - Bradley

Next Steps: Take 10 minutes today to define your specific dream outcome. Be detailed. Be ambitious. Then start planning backwards from there.

Connect: Join Bradley & business owners like you to strategize how to reach your dream outcome at our live workshop, The Quarterly Q2 ➡️ Q3, on June 24th at 10 AM CST when you register at https://intensive.blueprintos.com

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions.

More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

Today on the podcast, we welcome back listener favorite Andrew Filar! Andrew is a Managing Partner and CEO at Marilyn Todd Insurance in Atlanta, GA. He has successfully grown his agency from $0 to $30 million in premiums in under 5 years and now helps other insurance professionals achieve similar growth.

In this episode, Bradley and Andrew discuss three major themes for insurance agency growth: audience building in the AI era, evolving marketing strategies, and solving industry staffing challenges. Andrew provides both high-level strategic insights and actionable tactics for immediate implementation.

Andrew emphasized the complexity of modern attribution: customers might see a referral, then a Facebook ad, then Google search before calling - making it difficult to track the true source of leads. He also references how his agency has implemented mandatory referral requests on every customer interaction, recognizing that referrals often don't get attributed correctly even when they drive significant business.

Actionable Takeaways

1. Implement Full-Funnel Marketing: Don't rely on single tactics - integrate calling, email, retargeting, and direct mail.
2. Focus on Local Audience Building: Invest in building authentic local presence and relationships.
3. Measure What Matters: Track both individual tactic performance and overall cost-per-acquisition.
4. Systematic Referral Requests: Make asking for referrals a standard part of every customer interaction.
5. Invest in Training: Focus on developing talent rather than just trying to hire experienced professionals.

Save your seat at The Quarterly on June 24th!

Ready to build your business by design? The Quarterly is a free, live Zoom workshop happening June 24th at 10 AM CST that's designed to give you the clarity and structure you need to move your business forward—without the usual overwhelm. Register For The Quarterly: Q1 ➡️ Q2

In just one 2-hour session, you'll wrap up Q2 with confidence, get your Q3 targets 50-75% DONE, and build serious momentum for the rest of the year. You'll also receive a comprehensive workbook packed with quarterly planning templates, time management tools, and an after-action review to keep you on track. Register For The Quarterly: Q1 ➡️ Q2

This isn't just another webinar—it's real, focused planning time using the BlueprintOS 5-step process that helps business owners like you create results. No fluff, no wasted time—just a game plan that works. Register For The Quarterly: Q1 ➡️ Q2 at https://quarterly.blueprintos.com.

Don't let another quarter slip by without intentional planning. Save your spot today at quarterly.blueprintos.com and take the next step toward becoming the architect of your business rather than just staying stuck as the rainmaker.

It's not too late to make the most of 2025.

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions.

More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

In the final episode of the five-part Scale Milestones series, Bradley explores the fifth and final milestone in the journey from Rainmaker to Architect: developing efficient operations with an operating system (OS). He uses the analogy of upgrading from "Windows 95" to illustrate how business owners must transition from being the operating system themselves to building a separate, documented system that can run independently.

Key Takeaways

1. An operating system is tangible, not conceptual - you should be able to point to it physically or digitally.
2. The transition from owner-as-OS to independent OS is crucial for scaling beyond $1M.
3. Documentation is essential - systems and processes must be written down and accessible.
4. The goal is a business that runs and grows without the owner - true independence.
5. This milestone represents "arriving" as the architect of your business rather than just the rainmaker.

The Scale Milestones Framework (S-C-A-L-E)

• S - Sustainable revenue (getting to $1M, then path to $3M).
• C - Consistent growth and profitability (Rule of 40).
• A - Away time (minimum 12 weeks off per year).
• L - Leverage (executive assistants and AI tools).
• E - Efficient operations with an OS.

Save your seat at The Quarterly on June 24th!

Ready to build your business by design? The Quarterly is a free, live Zoom workshop happening June 24th at 10 AM CST that's designed to give you the clarity and structure you need to move your business forward—without the usual overwhelm. Register For The Quarterly: Q1 ➡️ Q2

In just one 2-hour session, you'll wrap up Q2 with confidence, get your Q3 targets 50-75% DONE, and build serious momentum for the rest of the year. You'll also receive a comprehensive workbook packed with quarterly planning templates, time management tools, and an after-action review to keep you on track. Register For The Quarterly: Q1 ➡️ Q2

This isn't just another webinar—it's real, focused planning time using the BlueprintOS 5-step process that helps business owners like you create results. No fluff, no wasted time—just a game plan that works. Register For The Quarterly: Q1 ➡️ Q2 at https://quarterly.blueprintos.com.

Don't let another quarter slip by without intentional planning. Save your spot today at quarterly.blueprintos.com and take the next step toward becoming the architect of your business rather than just staying stuck as the rainmaker.

It's not too late to make the most of 2025.

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions.

More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

Marketing expert Seth Greene joins host Bradley Hamner to share powerful strategies for small business owners looking to elevate their operations beyond day-to-day tasks. From his unique journey as a musical theater student turned marketing authority, Seth reveals how direct response marketing principles can transform businesses and why understanding your target market is crucial for sustainable growth.

Seth Greene is the founder of Market Domination LLC, a direct response marketing agency he's operated for 18 years. He co-hosts the Sharkpreneur podcast with Kevin from Shark Tank and transformed his own career using Dan Kennedy's marketing principles, going from last-ranked advisor at a Fortune 500 company to top 30 nationwide in just two years.

Seth emphasizes that successful marketing starts with a fundamental principle from Dan Kennedy: "The business that can spend the most to acquire a customer wins." This shifts focus from traditional brand building to measurable, direct response marketing that delivers trackable results.

Understanding Your Target Market

The conversation highlights the critical importance of knowing where your audience spends their time. Seth advises business owners to "fish where the fish are" by selecting marketing platforms based on actual audience demographics rather than personal preferences or popular trends.

Self-Liquidating Offers (SLOs)

One of the most powerful strategies discussed is the concept of getting paid to acquire customers through Self-Liquidating Offers. This approach allows businesses to offset customer acquisition costs while building their customer base.

The Trust Challenge

Seth addresses the modern marketing challenge of decreasing consumer trust and longer sales cycles. He stresses the importance of middle-funnel nurturing processes and fixing operational issues before scaling lead generation efforts.

Lead Magnets That Work

The discussion covers creating effective lead magnets that are "useful but incomplete" - providing genuine value while naturally leading prospects toward your paid offerings.

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

In this fourth installment of the five-part "Scale Milestones" series, Bradley explores the critical importance of leverage in business through executive assistants and AI tools. He emphasizes how business owners can "buy back their time" to focus on high-value activities that truly grow their businesses.

The Three Dimensions of Business Ownership

Bradley references Michael Gerber's "The E-Myth" and expands on the concept with three dimensions:

• In the business - Day-to-day operations
• On the business - Strategic planning and development
• Above the business - Higher-level perspective and vision

Executive Assistants: From Luxury to Necessity

Bradley's Core Philosophy:

"If you don't have an EA, you are one and you didn't start your business to be an EA."Recommended Resources

• "Buy Back Your Time" by Dan Martell - Bradley's top 5 most recommended books
• "The E-Myth" by Michael Gerber - Referenced as inspiration for the podcast name
• Various AI tools and subscriptions (Bradley stays current with cutting-edge options)

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

In this episode of Above the Business, host Bradley Hamdier speaks with Zach Mercurio, author of "The Power of Mattering: How Leaders Can Create a Culture of Significance." They dive deep into the practical skills leaders need to make team members feel valued, especially in small businesses with 2-25 employees where every person's contribution is crucial.

Zach Mercurio is a researcher and consultant who studies what makes work meaningful. He spends 30% of his time conducting research at the Center for Meaning and Purpose and the rest learning from leaders and teaching others how to create cultures where people matter.

In this episode, you'll hear Bradley and Zach discuss...

The Foundation: Caring About vs. Caring For

• The Critical Difference: Many organizations say they care about their people, but caring for someone requires getting up close and truly understanding them
• The Trust Connection: It's nearly impossible to care about anything if you don't feel cared for first
• No Shortcuts: There are no shortcuts to building trust, engagement, or motivation - it requires time and attention

The Three Core Skills for Making People Matter1. Noticing People

• Beyond Knowing: You can know someone well but fail to notice when they're struggling
• Practical System: Write down one thing you heard each team member talk about on Friday, then follow up on Monday with a 3-minute check-in
• Better Questions: Instead of "How are you?" ask "What has your attention today?" or "What have you been thinking about?"

2. Affirming People

• More Than Appreciation: Affirmation shows people how their uniqueness makes a unique difference
• Specific Evidence: Give indisputable evidence of their significance rather than general praise
• The Four Unique Gifts: Every person brings strengths, purpose, perspective, and wisdom to your organization

3. Showing People They're Needed

• Ensure every person knows how their work is indispensable and non-disposable
• Connect individual contributions to the bigger vision and impact

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

Bradley continues the Scale Milestones series with episode three, focusing on "Away Time" - one of the most intuitive yet challenging aspects of business ownership. He dives into why taking time away from your business isn't just important for your well-being, but actually critical for growth and profitability.

Key Topics Covered

The Journey from Rainmaker to Architect

Bradley revisits the core concept driving this series - the evolution from being the rainmaker of your business to becoming its architect. This week's milestone focuses on how much time you can step away from day-to-day operations.

The 12-Week Challenge

Bradley encourages business owners to take at least 12 weeks off per year. Before you panic, he breaks it down: Saturdays and Sundays count, plus natural holidays like Memorial Day, Labor Day, Christmas, and that week between Christmas and New Year's. When you do the math (12 x 7 = 84 days), it's more achievable than it initially sounds.

The Entrepreneurial Paradox

Bradley gets real about the irony many business owners face - we start businesses for freedom and flexibility, but often end up trading "the 9 to 5 for the 5 to 9." He admits this is a personal challenge, acknowledging his own love for business while recognizing the importance of balance.

Personal vs. Professional Balance

Bradley shares his perspective on balancing entrepreneurship with family life, mentioning his kids (ages 14 and 10) and the different seasons of life that affect how much time away becomes important. He respectfully disagrees with some popular business personalities who advocate for all-work approaches, noting the difference in life circumstances.

The Emotional Decision

Rather than citing statistics from Gallup or other research, Bradley frames taking time away as an emotional decision that varies based on where you are in life. He emphasizes that different seasons require different approaches to work-life balance.

Bradley challenges listeners to:

1. Define what a day off looks like for you
2. Calculate how many days off you took in 2024
3. Set intentions for how many days you want to take off in 2025
4. Track your progress (since no one else is holding you accountable)

The Bigger Picture

The host reinforces that if you can't accomplish everything you need in a 40-week work year, it's time to question what you're building the business for. The goal isn't just to reach a million in revenue or achieve consistent growth and profitability - it's to create a life where you're not defined solely by your work.

Next Week Preview

Episode four of the Scale Milestones series is coming up next week, continuing the journey through the five milestones that spell out SCALE. Subscribe to catch our biweekly episodes!

The Bottom Line

Getting to $1M is milestone #1 (Sustainable Revenue), but milestone #2 requires that million-dollar business to maintain Consistent Growth & Profitability. It's the balance between these two that separates true business architects from one-time winners.

Next week: Bradley reveals the "A" in the SCALE milestones.

Thanks to our sponsors...

BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!

Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.

Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!