Anchored Leadership: For Business Owners Ready to Lead and Not Just Manage

By Kari LotzienBusiness Entrepreneurship Education Self-Improvement Management

Anchored Leadership: For Business Owners Ready to Lead and Not Just Manage episodes

September 2994 - Successful Isn't the Same as Scalable with Behrad Bayanpour
Kari sits down with Behrad Bayanpour, a leader whose career has taken him from Iran to Canada to Dubai, China, and the US, for a conversation about what makes Canadian small and medium businesses strong, and where that same strength quietly becomes a ceiling. Kari and Behrad dig into the three pillars of scalable infrastructure (people, culture, and process), the "admin vs. ad hoc vs. strategic" triangle every owner should be running their time through, and why AI is a productivity partner, not a cost-cutting shortcut. The conversation closes on curiosity, ownership, and what it really means to stay anchored as a leader, and as a parent.
Key Topics Discussed:
Behrad's immigrant journey and how calculated risk-taking shaped his career across Iran, Canada, Dubai, China, and the US
Why so many Canadian founders aim for an exit rather than building for scale from the outset, compared to patterns Behrad has seen in other markets
The three pillars of scalable infrastructure: people, culture, and process
Payroll as a case study in "mission critical, not core to the mission" work, and why owners underinvest in it until it breaks
The admin / ad hoc / strategic triangle - a framework for auditing where an owner's time actually goes, and what it means if admin dominates
AI as a productivity tool versus a cost-cutting tool, and how it's compressing the "bell curve" of baseline competence
What Behrad looks for when hiring: curiosity (asking why) and a willingness to challenge the status quo
Why the right hires will irritate you first, and what that reveals about a leader's own nervous system regulation
Delegating vision instead of tasks, and giving team members runway with guardrails rather than micromanagement

This conversation is a reminder that the traits that get a business off the ground. Grit, hyper-independence, doing it all yourself are rarely the traits that let it scale. Behrad's framework for building infrastructure, and his honesty about how uncomfortable it is to hand over control, lands squarely in the messy middle so many service business owners find themselves in. If this episode resonated, the next step isn't more hustle, it's building the systems that let you lead from altitude instead of the weeds.

Be sure to subscribe so you don't miss what's coming next on Anchored Leadership.
Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Connect with Behrad Bayanpour and learn more about his incredible work here:
Behrad Bayanpour is the GM of Powerpay and SVP of Strategy & Growth at Dayforce, where he leads the Canadian SMB business. Over his career, he has held leadership roles spanning product, marketing, go-to-market and strategy, while working across Canada, Dubai, China, and the U.S. That breadth of experience has shaped his perspective on leadership, growth, and what it takes to build businesses that can scale sustainably.

LinkedIn: www.linkedin.com/in/behrad-bayanpour-1935452/

Work with Kari:
Anchored Leadership Academy
Private Business and Leadership Coaching

Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca
Facebook: BeTheAnchorLtd
Instagram: BeTheAnchor.ca
LinkedIn: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
59 min
September 1593 - From Corporate Leadership to AI Governance: Theresa Lynn's Incredible Story of Starting Over at 50
Theresa Lynn spent 17 years climbing the ranks at TELUS, from field manager to GM Alberta South to strategic programs director. Then in 2022, a mysterious illness took her out of the corporate world entirely. Kari and Theresa talk about the messy middle of that transition - the shower floor, the fights with a husband who wanted to help, the guilt of relying on someone else's paycheque - before getting into how that unraveling led Theresa to Oxford, to a new industry, and eventually to founding Clarity at Work, an HR and AI governance practice serving business owners across Western Canada. The conversation then turns practical: what AI governance actually means for a small or mid-sized business, why most AI implementations fail, and how to give a team permission to innovate instead of just handing them a list of rules.
Key Topics Discussed:
The slow roll to sickness - a summer of cardiac scans, MRIs, and a bone marrow biopsy that led nowhere
The moment Theresa's doctor told her she wasn't letting anyone down but herself
Why Theresa decided she wasn't going back to her old role, and the three-week Caribbean cruise that became her unofficial exit from TELUS
The hardest part of the transition - accepting financial support from her husband, and the guilt of going from a six-figure career to "honey, I'm broke"
Turning 50 and buying a plane ticket to Oxford before telling anyone
The exercise, inside a 29-person cohort from around the world, that gave Theresa the language for her purpose, and where the name "Clarity at Work" actually came from
Why 80% of AI implementations fail, and what most organizations get wrong from the start
The bowling alley theory of AI governance - why the goal isn't more rules, it's clear gutters and permission to knock the pins down in between
Shadow AI, the risk hiding in plain sight when employees quietly use tools nobody's signed off on
Theresa's framework for treating AI like a new intern instead of an expert
Why business owners starting over in midlife aren't starting from zero, and what changes when you're at the peak of your career instead of the beginning of it
What "anchored" means for Theresa, and the one non-negotiable she built into her business from day one

Theresa's story is a reminder that the low points don't disqualify you from the next chapter, they're often what make you good at it. She didn't get to Clarity at Work in spite of the shower floor and the summer of unanswered tests. She got there because of what those months taught her about setting expectations, asking for help, and protecting what matters. Whether it's a health crisis, a career pivot, or just the quiet realization that your business needs clearer gutters, the throughline is the same: define your non-negotiables, get honest about what you actually need, and trust that the mess is part of the story, not a detour from it.
That's the practice at the centre of Anchored Leadership, staying regulated and clear-headed enough, even mid-crisis, to lead yourself and everyone counting on you.
If this episode had you thinking about the "gutters" in your own business, where you actually need rules versus where your team just needs permission, that's exactly the work we do inside the Anchored Leadership Academy. The next cohort of the Anchored Leadership Academy opens this fall.

Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Connect with Theresa and learn more about her incredible work here:
Theresa Lynn is the founder and CEO of Clarity at Work, a HR, AI governance and Strategic Advisory practice based in Innisfail, Alberta serving clients across western Canada.
Links:
www.ClarityAtWork.ca
www.linkedin.com/in/theresalynn
www.instagram.com/clarityatworkco
https://www.facebook.com/profile.php?id=61585916500684

Work with Kari:
Anchored Leadership Academy
Private Business and Leadership Coaching

Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca
Facebook: BeTheAnchorLtd
Instagram: BeTheAnchor.ca
Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
1 hr
September 0192 - Lead From Here
Kari's been noticing something in herself lately: the busier she gets, the harder it is to access the easy, flowing creativity she used to count on. In this episode, she gets honest about wondering if she'd simply "lost her groove", and walks through the three things she's found that actually bring it back: space, focus, and foundation.
This isn't a productivity hack episode. It's a look at why your own brain, your ability to solve problems, spot opportunities, and think clearly is one of the most valuable assets in your business, and why most of us are quietly running it into the ground without noticing.
Key Topics Discussed:
Why creativity dries up when you get busy, and how to tell if you've actually "lost your groove" or just run out of room for it

The shower-idea phenomenon, and what it reveals about how the brain generates ideas

Why traditional meditation didn't work for Kari, and the movement-based alternative she uses instead

The trap of turning one idea into 92 ideas by lunch

How AI tools and social media algorithms are built to pull your focus, not sharpen it

Why narrow, specific feedback questions (to clients and team) beat open-ended ones

The personal foundation: sleep, food, hydration, movement

The business foundation: systems, role clarity, and processes kept "just because"

A client story on what's possible when the foundation work finally pays off

Why the Anchored Leadership Academy exists, and what makes the room work

Space, focus, and foundation aren't one more thing to add to your list, they're what makes the rest of the list possible. You don't need to overhaul everything this week. Pick the one that's calling to you, give it 10 minutes, and see what shows up.
Curious whether the Academy is the right next step for you? Book a call with Kari and figure it out together, no pressure, just a conversation about where you're at and what you're building.
The next cohort of the Anchored Leadership Academy opens this fall.

Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Work with Kari:
Anchored Leadership Academy

Private Business and Leadership Coaching
Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca

Facebook: BeTheAnchorLtd

Instagram: BeTheAnchor.ca

Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
24 min
August 1891 - From Marketing to Vice President: Leading One of Canada's Largest Health Networks with Rochelle Hildebrand
Rochelle Hildebrand didn't come up through the clinical ranks, she came in through marketing and communications and now oversees five divisions as Vice President of EHN Guardians and Outpatient Services, part of a network that has grown from a handful of employees to over a thousand in just over a decade. Kari and Rochelle dig into why clinical excellence and business leadership are two different skill sets, how EHN built a diversified revenue model that keeps expanding access to care, and what it actually takes, as a leader and as a person, to stay grounded while helping run an organization at that scale.
Key Topics Discussed:
How Rochelle's path to EHN started with her father's treatment centre, and a job she wrote for herself without meaning to

Why her dad believed clinicians often struggle to make the leap into business leadership

The difference between being an exceptional clinician and being an exceptional leader

Growing from 4–5 employees to over 1,000 in just over ten years

The two-part role of a leader: making today great, and building toward the future

How EHN diversified its revenue streams from mostly private-pay to mostly third-party funded

The shifting relationship between employers, mental health, and the workforce of the future

A simple framework for leaders who notice someone on their team is struggling

Who protects the people at the top, and why peer relationships matter so much

Rochelle's vision for the future of mental health care in Canada

Rochelle's story is a reminder that leadership doesn't have to come from the path you expected, and that the people who build resilient organizations aren't the ones with all the answers, they're the ones willing to keep asking the right questions, of their teams and of themselves.
If this episode had you thinking about who's supporting you while you support everyone else, that's exactly the work we do inside the Anchored Leadership Academy. The next cohort of the Anchored Leadership Academy opens this fall.

Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Connect with Rochelle and learn more about her incredible work here:
Rochelle Hildebrand is the Vice President of EHN Guardians and Outpatient Services, overseeing EHN Guardians Nanaimo, EHN Guardians Rockies, EHN Guardians Gateway, EHN Guardians Atlantic, and EHN Online. She began her journey with EHN in 2014 in the marketing department and has progressed through successive leadership roles. Rochelle holds extensive experience in digital care expansion and implementing Measurement-Based Care. She is dedicated to team building and creating supportive environments for staff. Rochelle believes in empowering teams to deliver exceptional care to clients and families.

Links:
EHN Guardians
EHN Online
EHN Canada

EHN Guardians Social:
EHN Guardians IG
EHN Guardians LinkedIN
EHN Guardians Facebook

EHN Canada Social:
EHN Canada IG
EHN Canada LinkedIN
EHN Canada Facebook

Work with Kari:
Anchored Leadership Academy

Private Business and Leadership Coaching
Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca

Facebook: BeTheAnchorLtd

Instagram: BeTheAnchor.ca

Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
52 min
August 0490 - How to lead long term employees who resist change
In this episode, Kari Lotzien explores how business owners can effectively introduce change to long-standing team members while maintaining a cohesive and motivated team. Learn a practical framework to communicate vision, manage resistance, and implement sustainable systems that support business growth.
Key topics

The challenge leaders face when long-term team members resist new systems and standards
The importance of understanding human resistance to change and the nervous system response

A three-step framework: Plan (Why), People (Who), and Process (How) for managing change

How to communicate the bigger vision and connect change to long-term business goals

Strategies to clarify roles and responsibilities during transition

Recognizing natural discomfort versus outright refusal from team members

The importance of setting clear review timelines and success metrics for new systems

Setting the anchors - communicate what isn’t changing
If this episode named something you've been avoiding, that's exactly the work we do inside the Anchored Business Academy. The next cohort of the Anchored Business Academy opens this fall.
Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.
Work with Kari:
Anchored Business Academy

Private Business and Leadership Coaching
Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca

Facebook: BeTheAnchorLtd

Instagram: BeTheAnchor.ca

Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
42 min
July 2189 - What is Your Business Worth - even if you don't plan to sell with Robert Welke
Most business owners assume that if their business is profitable, it's automatically valuable to a buyer. Robert Welke, Calgary-based Mexit advisor, business growth transformation coach, and a three-decade veteran of starting, scaling, and selling his own companies, joins Kari to explain why that assumption is wrong, and why it matters far beyond any one owner's retirement plans. With 76% of Canadian business owners planning to exit by 2030, this conversation is about what actually makes a business transferable, and why so few are ready.
Key Topics Discussed:
Profitability does not equal saleability
Robert lays out the five factors that actually determine whether a business can be sold, and it's not the one most owners assume.

There's a hidden risk sitting in most owners' heads
A huge amount of what makes a business run - the relationships, the know-how, the decisions, often lives in one person. Robert explains exactly why that's a ticking clock, and what tends to trigger the fallout.

Not every growth path leads to a sellable business
There are two very different ways owners build their companies, and only one of them ends in something someone else can actually buy. Robert shares how he learned the difference the hard way.

The real threat to your team isn't who you think
Robert's "A, B, C, and Culture Killer" framework flips a common assumption about which team members are actually holding a business back, and it's not the underperformers.

Your business matters to more than just you.
With a striking number of Canadian owners planning to exit in the next decade, Robert connects the dots between individual businesses and what happens to entire communities when they aren't set up to be passed on.

Robert's story is a reminder that the things we avoid looking at, the systems we haven't written down, the person we haven't let go of, the plan we keep telling ourselves we'll get to eventually, don't stay small. They compound, quietly, until a health scare or an unexpected offer forces the question we should have answered years earlier. The good news is that none of this requires reinventing who you are as an owner. It requires getting honest about where the business still depends on you, and building the structure that lets it stand on its own. That's not a threat to your legacy, it's how you protect it.
If this episode had you thinking about what's really running through your head instead of your systems, that's exactly the work we do inside the Anchored Leadership Academy. The next cohort of the Anchored Leadership Academy opens this fall.

Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Connect with Robert and learn more about his incredible work here:
Website: mexit.ca
Email: [email protected]
LinkedIn: www.linkedin.com/in/robert-welke-cepa-b-comm-cert-value-builder-author-753b141/

Work with Kari:
Anchored Leadership Academy

Private Business and Leadership Coaching
Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca

Facebook: BeTheAnchorLtd

Instagram: BeTheAnchor.ca

Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
50 min
July 0788 - The Slow Build: What Sustainable Growth Actually Looks and Feels Like
You know the business is going to work. You're past the startup grind, you have paying clients, and you've built something real. But it still feels heavier than you expected, and the strategies that got you here aren't cutting it anymore.
In this episode, Kari gets honest about what actually moves the needle at this stage of business, and why most established owners are missing at least one of the three things she covers. None of them are loud. None of them are complicated. But most established owners are missing at least one of these foundations and many are missing all three.
Key Topics Discussed:
Why the strategies that built your business to this point are not the same ones that will take it further

The specific feeling that tells you you're at this stage and why your gut already knows what it needs

Why most established owners are in the wrong room, and don't realize it

What real community looks like at this stage (and why many networking events don't qualify)

The importance of working with a coach who has learned a framework from someone else and one who has actually lived it.

Why hustle-culture coaching and hype-girl energy are absolutely the wrong fit at this stage.

The truth about protected strategic time, and why carving out small pockets in your calendar is not enough
You didn't build this far by accident. You are good at what you do, and the people around you know it. But good at your craft and good at leading a business are two different things, and nobody hands you the manual for the stage you're in right now. If any part of this episode felt a little too familiar, that's not a coincidence. It means you're ready for something different. Not louder. Not harder. Just more solid.
Free workshop: Beyond Coffee Chats - https://calendly.com/kari-betheanchor/beyond-coffee-chats-a-system-to-network-intentionally
The next cohort of the Anchored Leadership Academy opens this fall.
Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Work with Kari:
Anchored Leadership Academy

Private Business and Leadership Coaching
Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca

Facebook: BeTheAnchorLtd

Instagram: BeTheAnchor.ca

Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
23 min
June 2387 - Learn to Dress for Who You Are Now with Shelby Eloria
What if the way you get dressed in the morning is quietly affecting how you show up as a leader? In this conversation Kari sits down with Shelby Eloria - identity coach, image consultant, and founder of All Set Style, to explore the connection between personal style, self-perception, and confidence. Shelby shares how she left a decade-long corporate HR career to build a business around something she had always known mattered but had never let herself take seriously: the way clothing communicates who we are to ourselves and to the world.
Key Topics Discussed:
From Corporate HR to Identity Coach: The Layoff That Became a Gift
How Shelby spent more than a decade in oil and gas HR knowing something needed to change, and why being laid off in 2016 turned out to be the permission slip she had been waiting for.

Style vs. Fashion: Why They Are Not the Same Thing
The distinction that drives everything Shelby does: fashion is about trends and brands; style is personal communication. What you wear says something to other people, but more importantly, it says something to you.

The Monday Morning Story That Changed Everything
The moment Shelby reached into the back of her closet to match her mood and spent the rest of the day distracted, diminished, and wanting to disappear. And what she decided the moment it was over.

What It Actually Costs You to Stay Stuck
The real price of waiting: the money spent on clothes that never get worn, the events you skip, the opportunities you quietly let pass because you don't feel right in what you're wearing, even when you can't name why.

Why Having a Clear System Changed Her Business
How building a defined process, Style Foundations, wardrobe edit, shopping, styling session, in that exact order, transformed Shelby's client results and her confidence in charging what her work is actually worth.

What Happens When Identity Meets Image
What Shelby gets to witness when a client looks in the mirror and sees themselves differently. The shoulders shift. The smile appears. And the feedback they start getting isn't "I love your outfit" it's "something is different about you."

The Identity Work Underneath the Wardrobe
How Shelby's work evolved from personal styling into something deeper: examining the stories people tell themselves about what they're allowed to wear, who they're allowed to be, and how they deserve to show up.

Men, Women, and the Same Core Struggle
The similarities and differences in how men and women move through this work and why both carry stories about who they have to be that need to be broken before anything else can change.

If this conversation made you pause, if you thought about the events you've skipped, the closet you dread opening, or the version of yourself you haven't quite let show up yet, that pause is worth paying attention to. Shelby's work starts exactly there. Whether you're ready to dive in with a full style consultation or you just want to start asking better questions about how you want to show up, her Five Ways to Level Up Your Style workbook is a powerful first step. And if this episode resonated, share it with someone who keeps saying they'll deal with their closet later. Later has a cost and now you know what it is.
The next cohort of the Anchored Leadership Academy opens this fall.

Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Shelby's Five Ways to Level Up Your Style workbook:
https://www.allsetstyle.com/level-up-your-style
*Code for 50% off: anchored50

Connect with Shelby and learn more about her incredible work here:
Website: allsetstyle.com
Email: [email protected]
Instagram: @allsetstyle / @shelbyeloria
Facebook: All Set Style / Shelby Eloria
LinkedIn: Shelby Eloria

Work with Kari:
Anchored Leadership Academy

Private Business and Leadership Coaching
Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca

Facebook: BeTheAnchorLtd

Instagram: BeTheAnchor.ca

Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
48 min
June 0986 - Why the Business Follows You Home
If your business is following you into the rooms it has no business being in (the dinner table, the vacation, the quiet corner at a family gathering) this episode is for you. Kari opens with a personal story that stopped her in her tracks: showing up for her sister's newborn, physically present but mentally still at work, managing a contract negotiation and a client situation that "really couldn't wait." It wasn't a crisis. It was just Tuesday.
This episode goes deeper than the usual advice. Not better boundaries. Not just put your phone away. This is about why it's happening, and why that pattern is far more solvable than most people realize.
Key Topics Discussed:
The Eight-Day Work Week Is Real and the Data Backs It Up
Why profitable, established business owners are still working 50–54 hours a week, and what the numbers from the BDC and CFIB actually reveal about the nature of the problem.

This Is Not a Time Management Problem
Why the usual advice - better boundaries, more discipline, just put your phone away, misses the point entirely, and what is actually keeping owners stuck.

The Three Stages: Service Provider > Manager > Leader
A framework for understanding how most owners move through these roles, where they get stuck in the middle, and why that gap is where the business starts to live in them.

Why Your Business Follows You Everywhere
The structural reality behind why you can't fully step away, and why it has nothing to do with being a control freak, lacking trust, or being unwilling to let go.

Why Delegation Doesn't Stick
The real reason tasks find their way back to you: not the wrong hire, not the wrong task but a gap in decision-making capacity and unclear expectations underneath the handoff.

The Leadership Question That Changes Everything
The shift from "what needs solving?" to "what can be solved without me?" and why that single reframe is what moves you from management into genuine leadership.

Leadership Is a Skill You Were Never Taught
Why most owners spend years mastering their craft but were never given the practical tools to lead, and why that means the pattern isn't fixed, it's learnable.

Flexibility Without Presence Isn't Freedom
The difference between having the time carved out and actually being there, and why the goal is real presence, not just physical availability.
The next cohort of the Anchored Leadership Academy opens this fall, and if this episode resonated with you, now is the time to get started. Before the cohort begins, Kari is running a free two-hour workshop called the Leader's Reset, a practical hands-on look at what it actually means to build the structure that transfers responsibility out of your head and into your business. It is a real glimpse of the work, not just a conversation about it. If you have been waiting for the right moment to make a change that actually lasts, this is where you start.

Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Work with Kari:
Anchored Leadership Academy

Private Business and Leadership Coaching
Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca

Facebook: BeTheAnchorLtd

Instagram: BeTheAnchor.ca

Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
18 min
May 2685 - Building Business Development Systems That Actually Move the Needle with Kelly Kennedy
In this episode of Anchored Leadership, Kari Lotzien sits down with Kelly Kennedy, founder and CEO of Capital Business Development, host of The Business Development Podcast, creator of the Catalyst Club Community, and founder of the Business Development Mastery Coaching Program. With nearly two decades of experience in sales and business development, Kelly brings a grounded, practical perspective on what it really takes to grow a business with consistency and confidence.
Kari and Kelly explore why great service alone is not enough, how business owners can move past the discomfort of direct outreach, and why structure, follow-up, and community are essential pieces of sustainable growth.
Key Topics Discussed:
The difference between sales, marketing, and business development
Kelly shares how he first discovered business development after being offered the role early in his career and realizing there were very few resources available. That gap eventually became the fuel behind his podcast and coaching work.

Why great service is not enough to grow a business
We talk about the trap many service-based business owners fall into: believing that if they provide excellent service, referrals will naturally keep the business growing. That can work for a while, but it often leaves major opportunities on the table.

Making time for business development
Kelly recommends blocking dedicated time each week for focused business development activities. Not scrolling, not posting into the void, not hoping the phone rings, but intentionally reaching out, making connections, and asking for the next step.

Getting comfortable with “no”
One of the biggest mindset shifts in this episode is learning to see a no as useful information, not personal rejection.

The power of strategic follow-up
Kelly explains why one email or one call is rarely enough. People are busy, inboxes are crowded, and timing matters. Consistent, respectful follow-up is not pestering when it is done with professionalism and purpose.

Using podcasting and social media to build visibility
We discuss how podcasting can build credibility, create warm introductions, and allow people to understand how you think long before they ever book a call. Kelly also shares why LinkedIn and Instagram have become important tools in his business development strategy.
Creating community without making yourself the centre of the room
Kelly shares the story behind Catalyst Club and why he wanted to create a lower-barrier, remote-first community where business owners and experts could connect, learn, and support each other.

Structure creates flexibility
One of the strongest leadership takeaways from this conversation is that calendars, systems, batching, and planning ahead do not restrict freedom. They protect it. Kelly shares how he uses planning, content buffers, and focused calendar blocks to keep multiple businesses and podcasts moving.
This episode is a reminder that business development does not need to feel pushy, complicated, or disconnected from your values. At its best, it is about being strategic, building relationships, following up with intention, and creating systems that keep your business visible even when life gets full.
For small business owners, especially those in service-based businesses, this conversation is a practical nudge to stop waiting for referrals to do all the heavy lifting. Your reputation matters, but so does your willingness to be seen, ask clearly, and follow through consistently.

Listen and subscribe on Apple Podcasts or Spotify - start building a business that works for you, not just because of you.

Kelly Kennedy is the Founder & CEO of Capital Business Development, host of The Business Development Podcast and I Used To Work There, creator of The Catalyst Club Community, and founder of the Business Development Mastery Coaching Program. Known by many as The Podfather and the Hope Dealer, Kelly brings nearly two decades of sales and business development experience to helping entrepreneurs, sales professionals, and business leaders build better systems, create real momentum, and grow with confidence.
Connect with Kelly and learn more about his incredible work here:
Websites:
https://www.kellykennedyofficial.com
https://www.capitalbd.ca

LinkedIn:
https://www.linkedin.com/in/kellykennedyofficial/

Podcasts:
https://thebusinessdevelopmentpodcast.captivate.fm/listen
https://iusedtoworkthere.com/listen

Work with Kari:
Anchored Leadership Academy

Private Business and Leadership Coaching
Contact Kari Lotzien | Be the Anchor:
Website: BeTheAnchor.ca

Facebook: BeTheAnchorLtd

Instagram: BeTheAnchor.ca

Linked In: Kari Lotzien

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
50 min

About Anchored Leadership: For Business Owners Ready to Lead and Not Just Manage

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For established business owners who are ready to move from being the person everything runs through to being the leader who built something that runs without them. Anchored Leadership goes deep on…

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Anchored Leadership: For Business Owners Ready to Lead and Not Just Manage

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