Built to Grow: The Small Business Playbook

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What does it really take to scale a small business from the ground up to a multimillion-dollar company with 50 employees?

In this episode of the Growth Podcast, AvaHR CEO Ryan Naylor sits down with Robert Mulvin, founder of All Pro Shade Concepts, to discuss the realities of entrepreneurship, scaling a business, building a strong company culture, and leading through uncertainty.

Robert started his business in 2005 and spent years knocking on doors, building his reputation, and learning what it takes to compete in a crowded industry. Today, he's built a recognized Arizona brand, but as he shares, growing a business doesn't necessarily make running it easier.

Ryan and Robert have an honest conversation about the challenges that come with business growth, from managing larger teams and making difficult hiring decisions to investing in leadership, systems, and personal development.

In this episode, you'll learn:

• How Robert grew All Pro Shade Concepts from a small startup into a multimillion-dollar business with 50 employees
• Why company culture and hiring the right people are essential for sustainable business growth
• How to build a brand that competes on quality instead of discounts
• The challenges of scaling operations, managing employees, and building leadership teams
• Why business coaching, mentorship, and entrepreneur communities can accelerate growth
• How investing in your health, fitness, and mindset can make you a stronger business leader
• What Robert would do in his first 90 days if he had to start a business from scratch

Whether you're starting your first business, growing a home service company, or managing a team that's expanding faster than your systems can keep up, this conversation offers practical insights into what it takes to build a business that lasts.

About the Guest:
Robert Mulvin is the founder of All Pro Shade Concepts, an Arizona-based company specializing in outdoor shade solutions. With more than two decades of entrepreneurial experience, Robert shares firsthand lessons about business growth, leadership, customer service, and the importance of never getting comfortable.

About the Host:
Ryan Naylor is the founder and CEO of AvaHR, hiring software designed to help small businesses attract, manage, and hire great employees.

Learn more about AvaHR: https://avahr.com

Topics: Small business growth, entrepreneurship, scaling a business, business leadership, company culture, hiring employees, business coaching, home service businesses, and entrepreneur mindset.

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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What does it really take to scale a home service business from a local operation into a multi-million-dollar franchise brand?

On this episode of Built to Grow, Ryan Naylor sits down with Evan Ritchey, founder of Coconut Cleaning, to break down the decisions, systems, and strategies that helped grow the business to approximately $50 million in annual revenue.

Evan shares the pivotal decision to franchise Coconut Cleaning, why SOPs and documented best practices are essential for scaling, and how focusing on the right business metrics can completely change the way you operate.

They also dive into:

•  How to know when it's time to franchise your business 
•  Why revenue isn't always the most important number to watch 
• Customer acquisition cost (CAC) and lifetime customer value (LTV)
•  Finding and fixing the "leaky buckets" that cause customer churn 
•  How strategic customer touchpoints can increase retention and lifetime value 
•  Marketing strategies for entering competitive markets 
•  Why sweat equity and relationship building still matter in business growth 
•  How to identify your ideal customer and franchisee 
•  Using AI to connect marketing, CRM, and operational data
•  Why investing in your people is worth the risk 
•  The leadership lessons Evan learned while building Coconut Cleaning 

Whether you're a home service business owner, entrepreneur, franchise owner, or small business leader, this conversation is packed with practical lessons on building systems, improving profitability, acquiring and retaining customers, and scaling a business sustainably.

Listen to Built to Grow with Ryan Naylor for an inside look at what it takes to go from hustling for revenue to building a business that can grow at scale. 

Follow Evan Ritchey on IG: @evan.p.ritchey

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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What happens when a 9-year NFL career comes to an end? For former NFL linebacker Devon Kennard, the answer was building something bigger.

In this episode of the Built to Grow Podcast, Ryan Naylor sits down with Devon to talk about his transition from the NFL to entrepreneurship, real estate investing, private lending, and building long-term wealth.

Devon shares lessons on leadership, financial discipline, investing, entrepreneurship, and the mindset it takes to succeed beyond sports. He also explains why young entrepreneurs should invest in themselves first, why cash flow matters when building wealth, and how his experience as an elite athlete shaped the way he approaches business.

They also dive into:

•  🏈 Leadership lessons from Devon's NFL career and Matthew Stafford 
•  💰 How Devon approached his first NFL paycheck and delayed gratification 
•  📈 Why athletes and entrepreneurs need to understand risk and liquidity 
•  🏢 Transitioning from professional football to entrepreneurship 
•  🏠 Real estate investing, house flipping, and private lending 
•  💵 The importance of cash flow when building wealth 
•  📊 Understanding IRR, leverage, and return on investment 
•  🧠 Why investing in yourself can be the best investment you make 
•  🔥 The difference between doing what's mandatory vs. necessary
•  👊 How discipline, adversity, and athletic training translate into business 

Whether you're an entrepreneur, real estate investor, aspiring athlete, or simply looking to become smarter with your money, Devon's story offers practical lessons on building wealth, taking control of your finances, and creating success beyond your career.

Follow Devon Kennard on IG: https://www.instagram.com/devonkennard/
Real Estate & Lending: WeAre42Solutions.com

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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Most entrepreneurs are experts at their craft—but very few have been taught how to run a business.

In this episode of Built to Grow, Ryan Naylor sits down with Rob Young, founder of Stage 3 Group and author of Stage 3 Success, to discuss why so many growing businesses get stuck and how owners can build systems that create freedom instead of chaos.

Rob explains the "teenage years" of a business—when growth brings complexity, processes break down, and owners find themselves wearing every hat. Together, they dive into the practical frameworks that help businesses scale without sacrificing family, culture, or profitability.

Whether you're running a home service company, a growing startup, or an established small business, this episode is packed with actionable advice to help you work on your business instead of constantly working in it.

In this episode, you'll learn:

•  Why most business owners struggle to scale 
•  The three essential functions every business needs 
•  How systems and processes reduce stress and increase growth 
•  Common mistakes that create chaos as companies grow 
•  Why great communication builds trust with customers and employees 
•  How to identify your "Best and Highest Use" as a business owner 
•  The mindset shift that allows founders to step out of the day-to-day 

If you're ready to build a business that grows without consuming your life, this episode is for you.

Follow Rob on LinkedIn: https://www.linkedin.com/in/stage3rob/

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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From NFL stadiums to building successful businesses, Brett Hundley proves that leadership doesn't end when the game is over.

In this episode of Built to Grow, Ryan Naylor sits down with former NFL quarterback Brett Hundley to discuss the mindset that helped him succeed at the highest level of football—and how those same principles are driving his success as an entrepreneur today.

After spending eight seasons in the NFL alongside legendary quarterbacks like Aaron Rodgers, Russell Wilson, Lamar Jackson, and Carson Wentz, Brett has transitioned into business ownership, building a thriving commercial cleaning company, a real estate development business, and the Brett Hundley Foundation, which has raised more than $1 million to support children and families affected by epilepsy.

Ryan and Brett dive into what separates great leaders from average ones, why building the right team matters more than having all the answers, and how entrepreneurs can create cultures where people thrive. Brett also shares the hiring philosophy that's helped him scale multiple companies, why communication is the foundation of every successful organization, and how embracing challenges has fueled his growth as a business owner.

The conversation also explores Brett's personal mission behind his nonprofit foundation, inspired by his sister's battle with epilepsy, and why impact—not income—is ultimately how he measures success.

Whether you're an entrepreneur, business owner, leader, athlete, or someone looking to build a winning team, this episode is packed with practical leadership lessons you can apply immediately.

In this episode you'll learn:

•  Why consistency is the foundation of great leadership 
•  How sports prepare entrepreneurs for business ownership 
•  Brett's approach to hiring A-players and building strong company culture 
•  Why communication solves most business problems 
•  Lessons learned from starting businesses from scratch 
•  How to overcome setbacks and embrace entrepreneurial risk 
•  Why purpose is the ultimate competitive advantage 
•  The inspiring story behind the Brett Hundley Foundation 

If you're looking to become a stronger leader, build a better team, and create a business that lasts, this is an episode you won't want to miss.

Follow Brett on IG: https://www.instagram.com/bretthundley7/

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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In this episode, Ryan sits down with sales expert and Close It Now founder Sam Wakefield to discuss one of the biggest missed opportunities in business growth: prospecting and referrals.

Sam shares what he would do if he only had $5,000 left to grow a business, why most companies spend too much time focused on marketing and not enough time on proactive outreach, and the simple sales habits that can dramatically increase revenue without increasing ad spend.

They dive into:
• Why prospecting should be a founder's top priority
• The referral strategies most businesses completely overlook
• How to ask for reviews and referrals without feeling pushy
• The psychology behind messaging that attracts customers
• Why people buy based on emotion, not features
• The importance of creating a service-first culture
• How the first five minutes of a sales conversation can determine the outcome

Whether you're a home service business, entrepreneur, or sales leader, this conversation is packed with practical tactics you can implement immediately to generate more referrals, build trust, and close more business.

Listen now and learn how small changes in your sales process can create massive results.

Follow Sam on IG: https://www.instagram.com/therealcloseitnow/

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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In this episode, Ryan Naylor sits down with entrepreneur and mortgage industry leader Abdel Khawatmi, founder of Got Mortgages, to talk about what it really takes to scale a business in today’s market.

From almost going to law school to building a nationally recognized mortgage brand, Abdel shares the systems, routines, mindset, and leadership strategies that helped him grow a high-performing sales organization while staying grounded in family, fitness, and faith.

Ryan and Abdel dive into:

• Building scalable sales systems
• The “SCALE” framework for business growth
• Creating consistency and accountability within sales teams
• Leveraging AI and automation without losing the human connection
• How personal branding and social media drive modern business growth
• The realities of entrepreneurship, loss, leadership, and legacy
• Why authenticity is becoming the ultimate competitive advantage

Abdel also shares practical insights on content creation, KPI tracking, team culture, and how entrepreneurs can use social media to compete against larger companies with massive marketing budgets.

Whether you’re building a sales team, growing your personal brand, or navigating the ups and downs of entrepreneurship, this episode is packed with actionable takeaways for business owners and leaders alike.

Connect with Abdel:
Instagram: @got_mortgages
Website: gotmortgages.com
YouTube: Got Mortgages

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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What separates a $1M business from a $10M business?

In this episode, Ryan Naylor sits down with Kayden Muzila, founder of Musilla Creative, to break down what actually changes as companies scale—especially when it comes to branding, creative strategy, and understanding your audience.

Kayden shares his journey from creative director in the Hollywood film and advertising world to building a fast-growing agency from scratch after multiple layoffs forced a reset in his career.

Together, they explore:

Why most brands fail to scale their messaging past $1M
The shift from “what we like” to “what the audience actually wants”
How delegation becomes the real bottleneck in growth
What hiring and trust look like inside a scaling creative business
How content strategy should actually be structured for results, not just virality
Why authenticity beats trends in social media marketing

If you’re building a business, leading a team, or trying to break through your next revenue ceiling, this conversation is packed with real-world insight from both the agency and operator side.

Follow Kayden Muzila on IG: https://www.instagram.com/kayhaos/

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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In this episode, Ryan sits down with Katie Shive to break down what AI actually means for small business owners—not in theory, but in execution.

From building AI agents that act like personal assistants to creating scalable content systems, Katie shares how businesses can start leveraging AI today to save time, increase efficiency, and stay competitive.

They dive into:

•  What’s really coming in the next 18 months with AI 
•  How to use AI agents to automate daily tasks and decision-making 
•  Why most businesses are using AI wrong (and how to fix it) 
•  How to build a brand voice that doesn’t sound like “AI wrote it” 
•  The role of personal branding in a world with less trust and more automation 

This episode isn’t about replacing people—it’s about amplifying what great operators can do with the right systems.

If you’re a business owner trying to figure out where AI actually fits into your day-to-day… this is your playbook.

Follow Katie Shive on IG: https://www.instagram.com/heykatieshive/

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

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In this episode of the Built to Grow Podcast, Ryan sits down with Tiffany Rosenbaum—entrepreneur, business owner, and advisor—to break down what it actually takes to scale a business the right way.

From starting with nothing during the 2008 crash to building a fast-growing company, Tiffany shares the real, behind-the-scenes lessons most entrepreneurs learn the hard way.

They dive into:

•  The biggest misconception small business owners have about scaling 
•  Why your team—not just your strategy—is the real growth driver 
•  How to build systems that actually support growth 
•  The importance of hiring slow and building the right culture 
•  Why stepping out of the day-to-day is critical for long-term success 
•  And the uncomfortable truth about what’s really holding most entrepreneurs back 

Tiffany also shares how implementing an advisory board helped her scale over 100% in a year—and why surrounding yourself with the right people can completely change your trajectory.

If you’re feeling stuck in your business, still wearing too many hats, or struggling to grow beyond your current level—this episode will challenge the way you think about leadership, systems, and scale.

Follow Tiffany on IG: https://www.instagram.com/tiffanymrosenbaum/

Follow Ryan on IG: https://www.instagram.com/ryan.nylr/
Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/

Learn more about AvaHR and get a free trial of our Hiring Tool for your business: www.avahr.com

Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware