Damns Given with Nick Richtsmeier

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Damns Given Episode 2.15:

"What is one way you can become more knowledgeable about the business case for whatever you're selling? One notch more knowledgeable. The more we think about these economic tools as mechanisms for value delivery, the more we get into the loamy soil of trust — which is where all the good things grow."

It's common for leaders to think their biggest strategic decisions happen in leadership meetings. They don't. They happen in the revenue model—the underlying structure of how money flows through a business—and most ventures have never seriously looked at theirs.

Nick Richtsmeier opens this episode with two client stories that have no business being in the same conversation. A solopreneur content marketer working from home in Idaho. A SaaS company with 25 employees and an engineering arm in India. Completely different scale, completely different problems... except they share the same root cause. 

Neither of them understands the business case for what they're selling into, and because of that, both of them keep making the same decisions over and over, wondering why nothing sticks.

Nick breaks down how revenue defines a structure for decisioning, even when  and especially when you don't attend to it. It's why most specialists — content marketers, HR consultants, compliance experts, operations people — have built their entire practices without ever learning to speak the language of the businesses they're selling to. 

He walks through the death of per-seat SaaS pricing and what's replacing, and he makes the case that learning to read a P&L is one of the highest-leverage things a non-financial specialist can do right now.

The subscription addiction era — build a thing, get as many subscribers as possible, extract maximum value before anyone notices — is over. What comes next requires something the extraction economy never asked of anyone: genuine understanding of the financial reality of the person on the other side of the table.

**Chapters **

00:00 Two Case Studies
10:03 The Importance of Financial Leadership
14:27 Your Takeaway Question

Join Nick for the revenue model free MasterClass: https://www.trustmadegrowth.com/c/trust-made-training-events/escaping-the-funnel-growth-models-and-building-from-trust

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

"Trust doesn't look like attention."

In fact, the things that steal our attention, grab it out of the agorithmic haze are some of the most trust-breaking things we face. Just because something is good at dragging us into its orbit, doesn't mean its building trust.

In fact, often quite the opposite.

A lot of people are trying to spend less time online. And brand leaders have questions of what to even do with extractive social platforms (like this one) and whether to keep playing in these sands.

Well Nick has decried these platforms more than most, and yet—he's here. What's up with that?

In this brief episode, Nick explains why he broke his own rules, and what it cost him to figure out a better way. 

He offers two simple guidelines for founders, fractionals, coaches, and executives who need to be online but refuse to be owned by it

Nick walks through what the feed actually does to your brain (and your prospect's brain) and your business clarity, why LinkedIn is more aggressive than you think, why his most viral moment (2 million views) was also his most useless one.

Finally he offers the framework of a Trust-Made library of content: what it looks like, and why it works in ways the algorithm chasing and numbers boosting never will.

**Chapters:**

- 00:01 “I’m Breaking My Rules”
- 02:38 Two Rules for Social Media
- 06:15 Choosing Your Space
- 08:43 Why Nick Regrets the Word “Trust”
- 09:53 Building Your Library

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

"The obsession with up and to the right is definitionally gonna make you less effective because it forces you to act in ways because it forces you to act in ways that are contrary to the natural flow of how things change."

Most leaders are fighting their resistance. Nick Richtsmeier thinks that's the wrong move.

In this episode of Damns Given, Nick opens with one of the most honest soliloquies he's recorded about resistance as a function of growth, what it means when your organization keeps producing the same problems, and what he's personally been up against finishing his book The Damn Rules (get advanced access at DamnRulesBook.com).

The thesis: resistance doesn't need to be fought. It needs permission to soften. And the way you do that is by pausing long enough to ask — what is this resistance trying to protect me from? Is that still a real risk? Or am I carrying something that doesn't belong here?

Then Nick practices what he just preached — live, on camera, in real time — in a conversation with Janice Porter, relationship marketing specialist and LinkedIn strategist. Because Janice does things Nick resists: cold outreach, DMs to strangers, systematic LinkedIn prospecting. And instead of filtering her out, he lets the conversation happen. And it challenges him.

We can't wait to hear how you observe this moment. Email us at [email protected].

What they find across their disagreement is that they care about exactly the same thing. Human connection. Trust. Showing up for people in a world that has quietly trained us to hide behind walls we don't even know we've built. Janice's approach: be interested, not interesting. Hang out in the mailbox, not the feed. Nick's reframe: we've been so focused on protecting ourselves from the wrong risk that we've missed the real one — isolation.

If you're building something and feel like you keep hitting the same wall, or if the very idea of reaching out to someone new fills you with low-grade dread — this one is for you.

Find Janice at the Relationship Rules podcast and at janicerporter.com
Make sure you're in the early access group for Nick's book, The Damn Rules: How Vulnerability, Inefficiency, and Love Liberate Leaders from the Trustbroken Economy at DamnRulesBook.com.

**Chapters:**

00:00 Introduction

01:40 Why Resistance?

11:49 Nick’s Restance — Damn Rules Book

13:47 Identifying + Releasing Resistance

22:34 Janice's Journey into LinkedIn

26:46 Janice’s LinkedIn Strategy

32:30 The Narcissist’s Dilemma in Networking

47:24 What’s Giving Janice Hope

50:16 Nick’s Final Thoughts

More at damnsgiven.com | TrustMadeGrowth.com | CultureCraft.com

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

"Every system is working exactly as designed. Even when those designs weren't intentional. Especially when those designs weren't intentional."

You've moved departments around. You've changed leaders. You've fixed the website. You've brought in new talent. You've reorganized budgets. And the same problems keep coming back. Until you can see the system as it is, none of your solutions are going to stick.

In this episode of Damns Given, Nick Richtsmeier walks through one of the most important frameworks in the Trust-Made Growth playbook: how to actually see the system you're in, understand why it's self-reinforcing, and begin to change it, without burning everything down in the process.

Lots of people are in victim mode about "how the system works now," and while that makes for great social media quips, it only supports the system as is.

The first thing you've got to do is accept the requirements for change. For the business, problem, opportunity, resistance that is right in front of you.

Nick starts where every real change effort has to start: with the energy of frustration. That white-knuckle feeling of why does this keep happening is not a problem to solve away. It's information. It's the beginning of seeing. And the first thing you have to accept — the thing most leaders resist — is that every system is working exactly as designed. Even the frustrating ones. Even the ones that feel broken. Especially those.

Nick walks through a real client story of owners whose decisions weren't sticking, traces it back to a resistance they didn't know they were carrying from a previous chapter of their careers, and shows how turning fight energy into curiosity energy opens the door to actually seeing what's going on. He connects it directly to the sales ghosting problem from the previous episode showing how a fractional leader's sales system was perfectly designed to produce people who liked her, couldn't explain her, and disappeared.

This is systems thinking made practical, made human, and made actionable for founders, department heads, coaches, consultants, and anyone trying to change something that doesn't want to change.

**Links:**

- Preorder the book: http://DamnRulesBook.com
- Engage Deeper: https://DamnsGiven.com
- Become or Hire a TMG Strategist: https://TrustMadeGrowth.com
- Hire Us: https://CultureCraft.com

**Chapters:**

00:12 Who this is for
06:15 Everything is a system
11:55 How NOT to change systems
13:11 How this shows up in sales
15:30 Nick’s advice

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

"People liking you is not the same as people trusting you. It is simply not the same." This episode is about why nice people get ghosted. Why saying "yeah, I can do that" on a sales call is a death trap. And why you're burning trust all the while they are telling you how much they like you...

...and what to do about it.

You had a great call. Everybody liked each other. They said let's talk again soon. And then — nothing.

This is the affinity trap. And if you're in consulting, coaching, fractional work, or any kind of service business, you've lived it more times than you want to count.

In this episode of Damns Given, Nick Richtsmeier breaks down exactly what's happening between the great call and the ghost and why the very thing that makes people like you is often the thing that keeps them from hiring you. Being seen as nice, helpful, and flexible feels good in the moment. But it produces affinity, not trust. And those are not the same thing.

He walks through the two-phase structure of a real trust-made sales conversation: the exploratory phase where your only job is to ask questions, validate experience, and get to root cause  and the offering phase, which is a completely different conversation that most people never actually have. The mistake is collapsing them together. Saying yes too early. Becoming everything to everyone. And walking away from a call where nobody rejected you... which means nobody actually considered you either.

The fix requires one uncomfortable thing: bearing the risk of rejection. Proposing something specific. Giving people something real to respond to. Because the only way they can reject a vague helpful person is to ghost them. And they ghost you because they like you.

This is one of the most practical and immediately applicable episodes Nick has recorded. If you sell services of any kind, this one is for you.

Chapters

0:00 The affinity trap
2:30 Why saying yes kills the deal
6:00 The two-phase sales conversation
10:00 How to propose without collapsing
14:00 Bearing the risk of rejection

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

What does your neighborhood have to do with your business or your capacity to lead? More than you think.

Jeff Siegler spent years running Ohio's Main Street program — traveling community to community, dispensing conventional wisdom about economic development, watching none of it work. Until it dawned on him: they had misidentified the problem. And when you misidentify the problem, every solution makes things worse.

In this episode of Damns Given, Nick sits down with Jeff, author of Your City Is Sick and founder of Revitalize or Die, to talk about what we've actually built over the last 50 years, why it's making us sick, and what the science of place tells us about human behavior, trust, and the kind of economy we're living in.

This conversation goes places you won't expect. They cover:

• why growth is not the same as improvement why confusing the two has hollowed out communities across America
• why Dollar General and strip malls don't just look bad, they produce bad behavior
• why the biggest predictor of your health isn't your genetics, it's where you go home
• why every out-of-town business is, by definition, extracting from your community and what the solution to neighborhood health should be

Nick closes with his own reflection: trust is physical. It happens in the body. It happens in the spaces where we actually live and breathe and see each other. And any organization trying to build trust while ignoring its physical presence in the world is fighting against every human instinct it has.

This one will change how you think about where you work, where you shop, and where you live.

Jeff Siegler: revitalizeordie.com | Your City Is Sick available now More at damnsgiven.com | TrustMadeGrowth.com | CultureCraft.com

Key quotes: 

"We keep building the sets of zombie movies, and then think it's weird that people are responding like zombies."

"Growth is equivalent to improvement — that is such a fallacy. It's like saying putting on weight is getting healthier."

 "We adapt to our surroundings. When you realize it's more of a science than an art, that there are proportions and ratios... places that we think are beautiful, places we want to aspire to, it's not a mystical thing. It's liberating."

"Trust is incredibly physical and personal. It happens in the body. It happens in our physical spaces. It happens where we live, where we breathe, where we see each other. If we're trying to overwhelm the body's system for trust with a ton of digital overrun — it's going to exhaust you, your organization, and everyone involved."

"If we could just change the culture here, we could clean up the community. You've got it backwards. Clean up the community and the culture changes."

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

Something went wrong in the way we build companies. Not because anyone was evil. Not because the tools were bad. But because a series of well-intentioned shifts — the social web, the data-driven management era, the touchless transaction economy — accumulated second and third level consequences that nobody planned for and most people still haven't named.
This episode is Nick Richtsmeier's honest diagnosis of how we got here — and the origin story of Trust-Made Growth, the framework he built in response.

He traces three converging shifts: the social web's quiet gutting of institutional trust, the migration of company authority away from human judgment and toward operational metrics, and the collapse of the leadership culture that once anchored how ventures were run. And he explains why the convergence of all three — in a period of mounting geopolitical and economic instability — created a vacuum that no amount of efficiency, data, or platform optimization can fill.

What fills it is trust. And trust is not a feeling. It is a biological reality. The brain is designed to trust other human brains — and when you remove the humans from the equation, or devalue their judgment in favor of the P&L, or build your business on touchless frictionless interactions that require no relationship at all, you are working against the deepest wiring of every person you are trying to reach.

Trust-Made Growth is Nick's answer to that problem. Not a program. Not a set of steps. An ecology — built on the premise that your job as a leader is not to make good plants. It is to make good soil.

This is where it came from.

Want to ask Nick a question for one of these skinny episodes? Leave a comment or email us at [email protected].

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

What does a Trust-Made decision actually look like in practice? Don't guage it by the marketing discourse who want to frame it in moralisms, political side-taking, and feel good "integrity" vibes. A starving lion has integrity. It's authentic as can be. And it'll still eat you alive. YOu should not trust it.

So how does trust actually work in orgnaiztions?

Nick starts with a little brain chemistry corner, specifically the back of it, where the reptilian and mammalian systems are running faster than your analytical mind can keep up with, making thousands of micro-assessments about whether you're safe. When the answer is no, the brain does something specific: it closes the aperture. It lets in less information, narrows the pool of meaning you're drawing from, and starts optimizing for threat instead of opportunity. And in a world of 40 years of declining trust, most people's apertures are nearly shut before you even open your mouth.

Trust-Made Growth is, at its core, a system for opening the aperture — for the people inside your venture, and the people you're trying to reach.

Nick walks through what that looks like practically in a varity of contexts:

• Notice Meetings and the neuroscience of why good questions feel like being loved
• The pool of meaning and why better decisions require more inputs, not fewer
• The difference between vicious cycles and virtuous ones — and how most organizations are accidentally running on the wrong one
• Why clients never outgrow their onboarding
• How M&A must be handled without care because it is trust-breaking by default. 
• And why going slow early is the fastest path to lasting growth.

This is the episode for people who've been asking: okay, I get it. We've gotta solve for trust in every decisiion, but what do I actually do on a Monday morning? 

[00:13] What does a Trust-Made Decision actually do?

[06:12] How to Open the Aperture and Trust

[09:09] Vicious Cycles vs Virtuous Cycles

[11:37] The Problem You’ll Face Without This

[12:34] One Benefit of Trust-Made Growth

[14:05] Trust-Made Growth in M&A

[20:04] Final Thoughts from Nick

Quote Referenced:

“Being heard is so close to being loved that for the average person they are almost indistinguishable.” - David Augsburger

Links:

• What Nick Richtsmeier Made Me Say Out Loud: https://substack.com/@jacobwarwick/note/p-192212560
• Jacob Warwick YT Episode: https://www.youtube.com/watch?v=X9GaGW-197U

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

Something is happening across almost every industry right now and most leaders are incentivized to ignore it. Nick calls it contractive behavior. And once you know what to look for, you'll see it everywhere.

This episode connects four seemingly unrelated stories — Anthropic's Mythos announcement, OpenAI killing Sora, HubSpot rebranding its flagship conference from Inbound to Unbound, and Amazon bricking old Kindles — and asks the question that matters: what are these moves actually telling us? About trust, value, and what happens when the gap between what a company is worth and what it's capitalized at gets too wide.

Nick walks through the signs of contraction: dropping product lines, meaningless rebrands, M&A as a dominant industry narrative, organic growth that doesn't keep pace with inflation — and asks you to do something most leaders resist: look at your own industry clearly, without flinching. Only by seeing our categories clearly can you know what to do to counter the contraction.

He also tells you exactly what not to do. Hunkering down and waiting for things to get better is not a strategy. It's a slow exit. The move — the trust-made move — is to find your unique problem to solve within the situation, not around it.

In this episode: 
Why HubSpot's Inbound-to-Unbound rebrand is the most revealing thing to happen in marketing this year. What Sora's death tells us about OpenAI's core product problem. Why you don't actually own your Kindle books. The difference between efficient and better. What the wealth management industry's M&A obsession is really signaling. Why "we need people to think XYZ" is one of the most dangerous sentences a leadership team can say. The five-factor relationship model and how to use it when your category is contracting. And the one rule worth repeating: when we fix it, things will get better. Not the other way around.

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].

Send us Fan Mail

Tim Marple has a PhD in political science, spent time at Google and OpenAI, and left before his equity vested, unwilling to accept what staying would cost him. Now he co-leads Maiden Labs, a nonprofit focused on measuring emerging technologies effects on society and the economy. In short, he's the guy to talk to about what happens when you build AI into your business, and what's really going on with Anthropic, OpenAI, Google and the other big players.

Nick and Tim start with the Anthropic Mythos announcement and work their way through some of the most important questions in the AI conversation right now: 

Why do AI labs have every incentive to scare you? 

What's the difference between framing and informing? 

Why is the government their most important buyer? 

What is the actual impact of AI on careers and job prospects?

And what should a CEO who isn't an AI teetotaler actually do?

They cover the strategic independence argument — why locking yourself into one AI provider right now is the equivalent of making all your employees sell their cars and take Uber, before Uber raised its prices. They cover the Klarna story and what the CEO didn't tell you when he said he rehired all the humans. They cover labor displacement, the gig-economification of knowledge work, and the project Tim's running at Maiden Labs called Cubit: measuring job vulnerability for almost every role and task imaginable. 

And they end, genuinely, with hope. Not the utopian kind. The kind that comes from sitting with your disappointment long enough to see what you actually believe.

In this episode: The Anthropic Mythos announcement and what to make of it. Why AI labs have strategic incentives to misrepresent their models. The blackmail story and what the documentation actually showed. Why emotional reasoning beats analytical reasoning in a vacuum of meaning. The government as AI's most important and most gullible buyer. The case for strategic independence over AI teetotaling. What Klarna didn't tell you. The ONET and Helm datasets and how Maiden Labs is measuring labor vulnerability. Why the discovery moment ends — and why every lab knows it. The Uber metaphor and what it means for your tech stack. And why Tim left OpenAI before his equity vested.

Subscribe at damnsgiven.com

Join our community at TrustMadeGrowth.com 

Work with Nick at www.CultureCraft.com

Trust-Made Growth®

Leaders who want to understand how to reformat their growth strategies to address trust decay should explore more at CultureCraft.com

Independent Professionals can join the free community exploring how to return trust to our commerce and our communities at trustmadegrowth.com 

Have a business topic you want us to decide if it's working or broken? Have a question about the episode? You can email us at [email protected].